A mentor for me once told me that ypu need to look at a potential client's situation and look for what their needs are, even ones they aren't aware of. You present them with the issue or need and offer your solution. Sometimes people aren't cognizant of things that could make vast improvements in their daily life. You are the expert so you know what to look for. If you aren't confident in that area yet, or don't have a ton of experience, its still ok to use statements like, "Usually my clients prefer _____ when I work with them." Statements like this can signal that you are actively listening to your clients and that you get to know them well enough to understand how to take good care of them.
