One size fits all in some markets but not all.

Since I am referral based, most turn into jobs. Not as much selling as with cold contacts. But in regards to the question...

Now if you had retail and a client came in, would you say, hey you are on the clock now, even if you are just gathering info? In retail you spend a little time building rapport before a sale happens. I don’t mind that on the install side if it’s obviously heading toward a project, but of course there are lines that can’t be crossed, multiple time sucking conversations, etc.

I think you shoot for your best plan but there will always be variations.

In the case of this client, you have to bring him to reality and let him know his perceived scope will not work, and your next step will require investment on his part.