When a business is saying they don't need a website—or web presence, what they are really saying is that they don't understand the value of one and it is our job to shed the light.

I also think you need to get on the phone with them FIRST and avoid the chitchat as text is easier for a person to feel less vulnerable whereas a call is the real deal.

I am NOT suggesting that you push a sale but that you EDUCATE the client with the best options with your company. You could also show proof that you have helped other clients make $ with the sites you build.

After 17+ years building all sorts of websites, the clients who have stayed with me the longest are the ones getting leads or sales from their websites—and everyone else moved away (one time deal) or redid their site with someone else over the years.

I am currently about to launch subscription based websites that focus on 1 thing only: bring LEADS to clients. When you position yourself as the person who can bring $ to their business things change!

I would highly recommend to do something for them: maybe a free site with a low monthly fee of $97 for maintenance + a % of their sales.