Frame your appointment not as an in-person sales pitch, but as an opportunity to engage in a deeper discussion about challenges, priorities, and solutions. If your prospects think they stand to get some good ideas, they'll be more likely to agree to a meeting.
No Strings Attached
Be clear with your prospect that an appointment comes with absolutely no additional obligation. Your prospect will be attracted by the promise of free ideas, and you'll be more likely to earn their trust and respect.
Be clear that you look forward to gaining knowledge as much as you look forward to dispensing it. When you present yourself as an equal (rather than a know-it-all or a rep desperate for a sale), the prospect of a meeting with you will be much more appealing.