Don't be afraid to dispense free information to these people. Generosity is its own reward. If you keep a timer on your desk, you can be sure to keep the conversation brief as well as focused. Then, send them more information. Follow up in about two weeks and see how the seeds of your generosity have blossomed.
Information is available to everyone, through the Web, magazines and newspapers.
Only you can provide customized data to your clients that will be appreciated as well as remembered. Review your brochures, marketing letters, and newsletters in a new light. Reinvent these documents as needed after you have thoroughly defined this client. Give these documents to your management team and get their feedback. Spend time on this now and review it every ninety days.