The best thing u can do 4 a prospect is eliminate her fear. Offer a trial period or a test project.
Often prospects are so fearful they do not buy, even though they need and could benefit from ur service, and even though u are the best company they could choose.
It less risky 4 them to do nothing. At this point, u do not need to put more sale in. U need to take some of the fear out. How?????