These are interesting times for sales people.  Lots of customers in small business, want to make changes but lack the funds.  When you set an appointment with them it is a good idea to ask them if they like your product or service would they be able to make an investment to use it and get the results at that appointment.  Also, good idea to give them a range of financial commitment.  For example your product or service may range from 50.00 to 1995.00.  Feel free to ask them the money part up front before making the appointment final.