If they strike me as the type I want on my list, I send a handbook, and arrange a tour. They ask all their questions, and I explain my waitlist (I'll put them on my list, and if a space opens up closer to their date, I'll offer it to them, and they sign the contract and put down a deposit at that time). I find that parents are sold on my daycare when they see it, and wait for a space instead of going on to the next one. I charge the same as other providers, and I'm further away for many, but I have a montessori program, all homemade food, grow/raise much of our food, and have lots of outdoor time. Looking at ads, other providers may seem as good and more convenient, so getting them in the door at the start of their hunt gives me an edge.