Converting acquaintances into prospects starts with networking, Michael Goldberg writes, suggesting that you show genuine interest in them and hold back on your pitch, using it only if the opportunity presents itself. Goldberg advises ensuring that your clients are happy with your services, then asking them to make referrals. The best approach for making a request, however, seeks mutual benefit. "[A]sk how you can help one another in your respective work. ... If it's not 'we' focused, the relationship will always feel strained and your overtures will always feel awkward and forced," Goldberg writes.

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