Two types of people when you are doing a sale

I feel like when people come to me for social media serice there's two types of people not one they heard already about me they've heard the success I love when people like that call me they're like yes I spoke to another one of your clients they're seeing great results I'm ready to start that's beautiful another client is the the guy trying to figure out what's happening and in the beginning I would totally make this about me try to sell my business uh but now it's always about helping that person