Many of my clients previously got caught up in rushing to the solution when first meeting with prospects. While I believe this comes from a genuine desire to help, this is a habit you want to change immediately. Take more time and care to learn more before you offer your solutions.

DO NOT even bring marketing materials with you to that first meeting. Bring a list of carefully thought out questions so that you can learn as much about them as possible. When you think you know enough, keep asking more questions and find out even more.