The two questions that come to mind are:
- What is the #1 biggest result you help your clients get?
- What is their return on investment?
If your potential clients are going to purchase your services and products, they must see them as investable opportunities; they must feel that the return they receive is greater than the investment they made. What kind of products and services could you provide to this market that helps them get the results they want? These have to be in line with what they need and desire.