I wanted to do something a little different today. We talk a lot about giving to clients without asking for anything in return to build the relationship. And in that spirit, I wanted to give you something. A one-page exercise you can use in every first meeting with a potential client. It builds trust before you ever pitch. And it's incredibly simple. You ask about their vision. Their obstacles. What’s at stake. You listen. And you write it down together. By the end, you're both clear on whether there's a next step worth taking. No slides. No deck. No agenda. Just a real conversation. Whether this is your first taste of BD or you've been doing it for decades, this can help. Print it out. Bring it to your next meeting. Know someone who'd benefit from this? Send it their way. ♻️ Valuable? Repost to help someone in your network. 📌 Follow Mo Bunnell for client-growth strategies that don’t feel like selling. Want the full cheat sheet? Sign up here: https://lnkd.in/e3qRVJRf
Love this Mo. Simple, focused and helping your client get diagnostic, without needing to sell. I would add 2 questions to empathise and to check how they perceive me, eg. What does it feel like having to deal with this right now/ what is it taking up away from? What would make you feel comfortable to work with us to solve this?
Definitely worth reading
Trust doesn't come from a great deck. It comes from making someone feel understood. Ask about their vision. Hear their obstacles. Write it down together. That simple act tells the other person you're paying attention. It's also the fastest way to find out if there's something real worth building on.
This is powerful because it removes pressure from both sides. When the goal isn’t to “close” but to understand, people open up differently. And most times, clarity creates the next step naturally, not persuasion.
I’ve had meetings where I skipped the pitch and just asked questions. Those conversations always felt more natural, and surprisingly, they led to better outcomes.
Mo Bunnell Giving space to truly hear a client’s vision and obstacles creates clarity for both sides. That small shift often turns casual conversations into meaningful opportunities.
This is gold. Leading with curiosity instead of pitching instantly builds trust — clarity first, solutions second.
Wow, this is a great idea and will help potential clients really own the need for coaching support! Thank you for sharing!
I like this. The only gap I’ve seen is when there’s no structure behind it. Great conversations build trust—but without a clear next step, they don’t always convert. Best reps seem to balance both without making it feel like a pitch.
Pitch2Procure, LLC•1K followers
1dFrom a procurement perspective, I’d hope the intent isn’t for sellers to ask these questions so directly. It quickly turns the conversation into an interrogation. A strong conversation should stand on its own, with only occasional clarifying questions woven in naturally. In my experience, most buyers shut down when they feel overly questioned—they’ll share just enough to move things along or end the meeting altogether.