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
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.
Simple works because it makes them think. But writing it together creates ownership you can’t fake.
Wow, this is a great idea and will help potential clients really own the need for coaching support! Thank you for sharing!
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.
There’s a quiet confidence in leading with curiosity rather than a pitch. It shifts the dynamic from proving value to discovering it together, which feels far more human.
The shift from pitching to understanding is where most relationships are actually won.
This works because it flips the dynamic - most people pitch too early. Clarity before solution is where trust is built.
Most first meetings are really just two people presenting at each other. A shared document that you build together in real time changes the whole dynamic from performance to partnership.
The real leverage is not convincing someone. It’s helping them see clearly That’s what drives decisions
From 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.