In our modern information age, it’s very easy to learn a lot about people, businesses, and so forth.  Company websites, news portals, LinkedIn, and good old search engines can tell you a lot.  When you make an appointment with a prospective client, you have the means to be prepared. 

Now, during the appointment, don’t go giving the client a history of his or her company. Use the information you acquired to ask questions.  People love to talk about what they do.  Give them that chance.