Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology

Give Thought to Your Opening

I’m often asked how much courtship and conversation is good and when it’s better to get right to a request. One of the primary considerations is your business partner. Follow her lead. If she tends to speak in a direct style, speaks quickly, has a fairly serious businesslike demeanor, and is a cut-to-the-chase type, it is probably better to get to the point quickly. Your gift to her is time. If, on the other hand, she seems to place emphasis on relationships and conversation, connection is most important. As I discuss in more detail in The Confident Leader, there are three essential types of motivation: (1) achievement, (2) power and leadership, and (3) affiliation or social motivation. Figure out what motivates your ...