You know they need your services. Their Google local listing is not ranking, their Facebook audience is too small, their website needs a facelift, and yet they refuse to hire your company to fix their problems.
The reason they don't buy from you right away, no matter how good your sales pitch, is they don't trust you, and if they don't trust you they will never spend one cent on your services.
The fact is, local businesses are being hit dozens of times per day from people just like you; offering the same old, same old marketing services. As far as they are concerned you're just another sleazy salesman trying to "empty their wallets".
So how do you get you foot in the door without coming across as that sleazy salesman?>