Dress to Their Success
Do your homework. In these days of business fashion flux, it may pay to dress for the prospect. This way you can approach them as an equal and start to build trust from the very beginning. If you're dressed in a power suit and the prospective business owner is in sneakers and jeans, you may be coming on too fancy. Check it out before the meeting.
Seek Out the Performers
According to a recent survey, most auctioneers earn a six-figure income. Why? Because they are paid based on the success of their performance. Other "performance" occupations include salespeople and attorneys. How can you market your products or services to these "performers"?
Compliment Your Business Offerings
Offering additional complimentary products to your clients at the time of sale means happier clients and bigger sales. Example: a computer trainer can offer the sale of the textbook (with a "markup") he/she recommends after the class is over. It's convenient for the students (they don't have to travel to a bookstore) and more profitable for the trainer.
Small Is Great!
Talk up the qualities that make your home-based business important to clients. Include these points in your marketing efforts:
(1) the "principals" handle your business personally
(2) your "personal touch" guarantees confidentiality with your customer's business stats and important information
3) Your "flexible hours" enable you to handle rush jobs