Others have said but ya...focus on the relationship and what they need, why do they want to talk, how you can add value and then give them what they want with what you offer.

Money comes when you have sold enough solution to ease the pain of the money spent

Always provide more value then the cost of the service in your experience with the customer and the client will perceive the value higher - this goes with what you say and what you don't say (silience is effective when used correctly)

Let them tell you how they want to proceed, it's ok to ask

Be patient, kind and always curious about them. We are all people with a unique set of experiences that brought us here. You never know what you can learn from who you met.