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Chapter 21. Make It Rain Clients > Make Conversations Count

Make Conversations Count

Whether you are at a networking event or a ball game, keep these guidelines in mind in order to be comfortable and professional as you make contact.

  • Go for the relationship, not the contract. When you meet casually and the conversation moves to a "let's do some business" level, set up a convenient time to call or place to meet to complete the transaction. As you continue to talk in the casual meeting, build your relationship with your contact. If you have a really good conversation with a new acquaintance about trout fishing at Bennett Springs and develop a strong rapport, that person is more likely to think of you when he needs an accountant than if you spend most of the conversation aggressively pushing your accounting services.

  • On the other hand, always be up front about your desire to do business with your networking contacts. Remember, if there's no mystery, there's no manipulation.


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