Just Listen Damn It!
If you want to get more clients you need to become a doctor. I've said this many times before, but it still holds true. Here's why:
1) We trust doctors (well, most of them – we'd still rather go to a doctor than our next door neighbour).
2) Doctors (at least here in the UK) are not after our money.
3) Doctors are professionally trained over years and are forced to keep up that training to stay registered.
4) Doctors listen (not for very long these days – but they still listen).
You can probably come up with a bunch more reasons, but point 4 is the critical one. They don't have a clue what's wrong with you until they can get it out of you in WORDS.
So next time you're in front of a prospect, think questions. Starting with what do you need to know to help them.