Hello Todd, I invite you to shift your mindset, its not about your product / service.
People don't by products or services, they by solutions to their problems, so the big question is "what problem/s does your product of services solve?
Once you know this then...
Finding someone / company who has those problems,
Find out if they actually want that problem solved,
Find out if they have the ability to and are willing to pay for that solution.
Then present you solution in a way that they want to buy from you.
deliver the solution
Its important to remember that the greater the perceived problem the more people will be be willing to pay for a solution, the money you make is the "exchange mechanism", people don't want a drill they want a hole.
For example you are looking for free advise on this platform you obviously have a need, challenge or problem, On this feee platform you are likely to receive generic information, if you want tailored solutions and practical training is it is likely to require an investment from you, question is do you perceive this to be a great enough challenge for you that the investment of your will be worth the pay off / return. In the same way your potential clients feel the same, do they truly feel you can provide a solution to their problems that is worth the investment.
A customer is only a customer if they pay otherwise it is charity or P.R but most of us aren't in the business of giving away our services / goods / talents / time for free... doesn't pay the mortgage, successful companies are the one that effectively solve problems, that people are willing to pay for.