How to approach someone that says make me an offer

[Yavuz Bayram]

Hello everyone, Ive been on the forums for a few months and learned a lot from you guys thank you all. Coming from that point i learned here about direct marketing and contacted a few properties via mail. Actually one of them responded, an older lady who lives few hours away from the property. She said she wasnt interested but would be willing to listen to my offer (also said she can hold mortgage do 10 yr baloon) and asked me what i had in mind. I said give me the income and expense sheet and i will call you in a few days so she did. So property is mixed use on a busy street with 2 storefronts and 2nd floor with 2 apartments generating about $45,000 net income after all expenses. How should i approach my calculation of valuation and offer? Should i try to get a price out of her or should i stick to what i can offer straight or should i try to haggle her? I need to come up with a strategy if anyone has any experience i would appreciate some input.