Even if you think that the client's current marketing strategies need major overhaul, don't bombard them with too many new ideas at once. Share one or two success stories. A good salesperson should do the same. Before you schedule that appointment or attend that crucial meeting, find out what you can about the company or person you are directing your product or service to.
The Internet is a good place to start. Visit social media sites such as LinkedIn and Facebook and visit relevant websites and blogs. Pay attention to the customer feedback the company has received. Look for specific information on how your goods or services can benefit the company.
Be sure to find out if they have something similar in place, and if they do, get ready to discuss why your service is better or, at least, better for them. Small businesses make customers realize they need their products by showing the consumer a need or opportunity they have. The best way to convince customers to buy is to educate them through personal selling and advertising. You're more likely to sell to the people who are most likely to use your product, regardless of their age or income group.
The secret is to talk about your product or service in a way that attracts customers to want to be part of what you offer. But to convince your prospect to buy, you need to go one step further and reduce your target market to just one person.