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Business Development: Just ask

We often miss opportunities for more business because we don't ask.


Yesterday I met a client for drinks. It was strictly social -- I was in town and had some time on my hands. While we were catching up, I asked what she was working. She mentioned having trouble finding a content producer with experience in a specific area.

Turns out, it's a vertical I have the exact experience she needs. She didn't know that because the scope of our work together was focused on a different vertical. She didn't know I had that expertise and I didn't know she needed it.

Until I asked.

Even if you don't like selling, you can use this tactic to identify opportunities to grow an existing client or sign a new one. Simply asking questions like, "What are you working on", "what's frustrating you" or "what are you excited about" yields insights that can lead to more business.

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