If you don't know what customers desire, or what to supply them, you will likely need to reply to a query. The need for your service should be sufficiently essential, so that customers already search for a alternative before making contact.
Looking For What Your Customer Are Finding
Find out what the "hot buttons" are for the people in your target market. What do they perceive to be the biggest issues they face, or the largest objectives they wish to achieve? Ask these questions of the people you serve, and the other companies who serve them. Read trade literature or unique interest publications, and educate yourself on the key problems in your marketplace.
You will be willing to offer your facilities as a alternative if you have a clear image of what your respective industry is really seeking. Design all your marketing instruments - pages, brochures, telemarketing scripts, sales presentations - to demonstrate you've recognized the hot buttons addressed by your provider.
Seasoned financial consultants understand that you always join an enterprise in order to fix its 'present issue'. If the business has previously recognized its need, and you are able to complete it, you are more likely to be employed in the first location.
Finding Other Problems
You will undoubtedly discover all kinds of other problems which need to be resolved, once you begin your work. As you're now on stage, build relationships and trust, as they will of course keep you on the path to help fix these issues.
Don't worry if you don't want to work with your customers' most common problems. The chance is that you will generate possibilities to investigate other alternatives by advertising your perceived requirements. However, you might never start the conversation if you're marketing something they don't perceive as being necessary.