Steve I remember when I was first getting started in web design and reading a book or two about the business side of things. Several recommended doing exactly what you're saying here. They would say to bring a copy of your contracts with you to every meeting with potential clients and then at the end of the meeting take out the contract and get the signature then and there.
Maybe not exactly what you do, but very similar. You're asking for the order at the moment when the client is most likely to agree to it. There's a good reason you can close 30% of those orders.
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