One Game-Changing Strategy that Will Lead to New Clients

By Jill Konrath, Contributing Editor

You've heard it before. If you want to win new clients you need to stop selling to them. The RFP you've been given may try to push you down that path, asking you for information about your company, its background, your qualifications, and your clients, but don't allow it.

Yes, give them that information in a handout, but use your time with the decision makers to present ideas, inquire into challenges, and delve into the source of their problem. In short, act like they're already your client. So many people are afraid to give away their ideas before a contract is signed. But often that's the best way to win the business.