A picky customer is one who has high standards (or a strong vision) of what s/he is looking for. S/he is likely to come in with clear, defined demands- and expect you to address them. Your best bet is to be honest, up front, and to avoid any kind of "snowballing" or evasion. With a picky customer, the sales conversation is there, and proceeds, and there is some "give and take"- you feel like s/he has high standards and will purchase from you or hire you if you can adequately meet the defined criteria. Remember, a picky customer doesn't necessarily mean a problem customer- at least at the start. Your "picky" customers give you a chance to refine your sales conversation and an opportunity to remind yourself of the value you provide- both of which can help you create and maintain a stronger business.