Emerging entrepreneurs lose their impact, when sourcing new clients, in "I will" and "we do that too".
Focusing efforts improves the marketing of new businesses and makes a company be known for something. If what you do is the extension of your character and this made evident in your company, then clients don't need convincing.
There isn't much "company" in an emerging business and service defines your strategy, which is also the selling point of your pitch.
You are the selling point of your service.