Strategy for Acquiring New Clients

Several years ago I attended a workshop in Seattle hosted by a SME in an area of HR who shared his strategy for his success in seeking and acquiring new clients. A simple and straight forward message he utilized is “shut-up and make more money”. That was and continues to be his springboard for taking action. In other words listen more than you talk when engaging in the aspects of business development, marketing or sales.

That message has stayed with me and something I strive to utilize when developing new services for a new market. The skill of listening intently and bringing focus to what the prospective client needs is an art in and of itself. As an art form it continues to evolve. The basic tenant is to listen at least twice as much as you speak.

There are other aspects of listening beyond ensuring you talk less. A central aspect is to be present to the other person and really pay attention to what is being said. Being present when listening is effective both in-person or when speaking to someone over a call or via a live link. To do so requires you set aside your agenda and focus on the other person. Your ability to do so may be a measure of success in bringing on a new client.

Business Transition Specialist, Marie-Helene Sakowski at