In Person with Friends and Family

When you're in person with friends and or family, your question should be even more "needs based" than on the phone.

I.E.

"Mary, when you said you wished you had more time to spend with your kids, were you seriously looking for things that might help with that?"

or

"Joe, I know you've been having a hard time with your co-workers, if you could, would you like to get out of that workplace?"

Ask a question that serves a need and transition to:

"Well, I can't make any promises but I think I have an opportunity that could help you do just that, if I give you some information will you take a look at it?"

The main problem with doing this in-person, is that you have very little control of how the discussion ends, your prospect will want to bombard you with a bunch of questions right then, the best thing to do is to say:

"Well, I'm pretty new so I don't know that I could communicate it to you well, I'll get you that info and if you like what you see, we'll get on the phone with a professional so you can ask some questions"