I would talk to person, find out their
motivation. The ones who intend to
continue usually make that clear.
The birthday boys and the joyriders
won't be convinced no matter what
you do. But a waverer may be
convinced if you don't try to teach
them the full ATPL course before
flying. You need to give the impression
that it's easy at first, they may get
disillusioned after a few lessons.
But by then you have their money.
Cynical yes, but hey that's business.
Be nice to them all, word of mouth
is very important especially if you
have rivals on the field.
Keep it gentle even for the dedicated.
Make them sick and they won't come
back.
On my very first flight the instructor took
me on a low level circuit of the
local racetrack, hopping over
steeplechase fences and
zoom climbing with a bit of
G. I loved it but landed feeling
queasy and lightheaded.
Others would not be
so enthusiastic.