Converting acquaintances into prospects starts with networking, writes Michael Goldberg –- show genuine interest in them while keeping your pitch ready, and you may get the opportunity to use it. For referrals, Goldberg advises first ensuring that your clients are happy with your services, then ask. However, the best approach for making a request seeks mutual benefit. "Ask how you can help one another in your respective work," Goldberg writes. "If it’s not 'we' focused, the relationship will always feel strained and your overtures will always feel awkward and forced."
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