Help without discrimination.
When we play the role of salesman for our businesses, we train our "profit sensors". We get better at detecting whether a person is a potential client. We tend to be more willing to listen to, to spend time with, and to help the high potential clients. We minimise entertaining low potential clients.
This can become a problem when people start to feel: (1) you are spending time with them only because you expect business from them, and (2) you are impatient with them because you don't think they'll buy from you.
Instead, try to help people when you can, potential client or not. When you always try to create value for others, both the people whom you think are potential clients and people whom you think aren't will reward you will business and business referrals, sooner or later.
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