Ask only that when they start evaluating options, you get a chance to share what you do. No pressure now, a place on the list later.
The idea
You're rarely the only option. There are other agents, other accountants, other software companies. So with someone you hope to work with eventually, ask for one small thing: when they start evaluating options, you get a chance to share what you do. You're handing the power back to them. There's no decision to make now and no extra work, the same reason a "no need to reply" note lands well. You're just adding your name to the list of people they'll call when they move forward.
How to do it
Use it with someone you hope to work with, who isn't ready to decide yet.
Ask only for the seat. Don't force a decision on them now.
Keep adding value afterward, so you're still top of mind when they start evaluating.
Example
Say you're an accountant talking with a business owner who's happy enough with their current firm. Pitching a switch would make things awkward. Asking for a seat at the table when they next review their options is easy for them to say yes to.
Script
(adapted) "I know you may not be ready to decide yet. When you do start weighing your options, all I'd ask is a chance to show you what we do and how we work."
Be in Front of Decisions: Drop sales timelines and just stay top of mind. Tell people plainly you're there to build a relationship for the long term.
No Need To Respond: End check-ins with "no need to respond." Taking away the obligation makes people feel cared for, and they reply more often.
Have Your Ask Ready: Prepare a one-line, specific answer to "what would be most valuable for you?" and put it in your signature and bios.
Getting Results: You can't buy specific outcomes with specific actions, but you can ask clearly, stay in front of decisions, and track both your activity and your outcomes.