Emphasize the benefits they are seeking and how you can work with them toward that goal. Continue to follow up until they tell you to go away. You may have to follow up five or six times, over the course of many months. If you keep the lines of communication open with your prospect, it will eventually pay off. Send reprints of press coverage to clients and people in your network.
Perseverance pays off.
After the initial meeting, send a short letter thanking them for their time. Continue to follow up until the prospective client tells you to go away. Keep communicating with your prospect. It will pay off. Guarantee the quality of your legal work if you want to stand out among your peers.