Often when we are trying to sell our products or services, we have a tendency to assume that we have exactly what the customer wants. This is not always the case, and unless you ask the right questions, you are not always going to know that.
I have had many 'salespeople' sat in front of me over the years trying to sell me something that I don't need, want or can afford.
The best way to gain a new client is to:
Ask the right questions. What do they need? What do they want? What is important to them? What is not so important to them? What irritates them? What are their desires? What are their pain points? Find out the answers to these questions first.
Then, providing your solution fits, sell them your service or product using THEIR words. Show them how you can fulfil their needs, ease their pain and make life easier for them.
And be prepared to walk away if it's not a good fit. That's the right thing to do. I've even gone as far as recommending a competitor if I think they're a better fit than me.