Listening attentively and paying complete attention to prospects can help you in gaining their trust
Approach must be one that is disciplined and gradually strengthens the relationship
Try to see things from the client’s point of view
Think of the conversation as an introduction, not a sales call
Preparing properly for a discovery interview can go a long way toward winning over prospects and referrals
Watch for these common client turn-offs
An event for 10-20 guests can be an effective referral-generating tool
Write from the reader’s perspective and focus on solutions
Have a routine, but mix it up occasionally
Sometimes prospects seem to take forever to make up their minds. Follow these steps to move the process along without rushing or appearing desperate