We had the same problem when we started our web development business (Mogul). The best thing we did was get professional sales training. A good sales trainer will equip you with everything you need to develop your value proposition, create a sales pipeline, and close deals. Sales is not something you are born knowing how to do – you need to take it seriously and you will make mistakes along the way. A mentor is vital to get you started. Good luck. Cheers Matt.
Blatant plug: we used Brett Burgess from Sales Impact Group.