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I would like to start by asking whether you mean "what is the strategy" or "what are the strategies".
As an answer to your question, I believe that looking for the needs of the client is one of the most important sales techniques in order to qualify a lead.
You should get emotional stressing on the client's weakness in a need, and show him how you can provide what he's looking for.
the client should be put in a situation where he needs your services and not vice versa...
