Information: Communicating news about your specialty, passing along items from the media demonstrating various aspects of what you do (example: a tax specialist passing along news of changes to the law).
The key is to engage the prospect, ask questions, build rapport and credibility, let them find out who you are while you learn about them. Flirt with your prospect before proposing marriage.
Here is an exercise to turn the next annoying interruption you receive (e-mail, phone call or contact) into a learning moment: take a look at the message, and ask yourself: “If I were in the other person’s shoes, how could I reframe the message to bring something of value in the contact?”