Have a video presentation developed for your group. Include sights, of you and the crowds going wild, from your previous demos. Leave a brochure with a prospective customer. Explain your pricing scheme. Maybe you should have different rates for demos to benefit local teams and demos for large national corporations.
Fees based on ability to pay are very common today.
Explain FAA rules and liability concerns to your client. Demonstrate that you know how to plan and execute first-rate, professional, and entertaining air shows. Once you convince your client that you possess skills and talents worth paying for, you should have no trouble asking for and receiving adequate compensation. Always get the majority of your fee up front. Once you have their money you have their attention.