I just started renting out web space and it as been no problem at all. My site as ranked very well top 3 positions for the keywords I target. I pick business to call 3 ways
1) On page 3 or worse on google
2) Advertising on adwords but not organically
3) Advertising in yellow pages (big glossy ads) but websites not ranking organically in first 2 pages
The second 2 are usually very interested because they are already spending money. Me and my husband have tried scripts but what seems to work best is a natural conversation, but you keep the control by asking leading questions. Also business owners love talking about themselves or rather their business and how to get more customers, so that is always the main focus! You must emphasis THEIR business and WIIFM (what in it for me)
If the business owner does not seem chatty then send them and email and/or a letter. Screen shot your ranking vs screen shot their current ranking and add a catchy headline "Need more customers? Call me to skyrocket your sales - no risk!" Then email or post or both. I always put on their that I will call them on a particular day and I do it!
Another point is lead capture..... if they are not interested now then at least get them on your list so you can continue to market to them. Create a product to give away in exchange for their email. It does not need to be anything too flash but it must focus on their business and the internet. Include some facts and figures then some tips. You want it to sound like you know what you are talking about here and position yourself as an authority in all things IM. What I have done is set up a squeeze page specifically for this with just an opt in form and a title ... from memory its something like "Claim your FREE ebook 27 Internet Marketing Must Haves For Your Business" Then I just send them the link to that page in my email.
I hope this helps some warriors. I KNOW this works, this is exactly what I do and it works a treat!