My clients often get tied up in coming up with that ‘perfect pitch’. And I tell them over and over again, “don’t pitch, ask questions”. Get to know what they need, what their challenges are. Use that valuable time to build or strengthen your relationship with and them demonstrate a willingness to listen and learn about them.

If you ask the right questions, your contacts, clients and soon-to-be clients will tell you everything you need to know in order to market to them and serve them well.