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Here are seven tips aimed at creating value for clients as well as for your business. (Photo: Shutterstock.com)

A successful professional once confided that she enjoys the prospecting process as much as actually doing the work. I saw her point. New business acquisition requires strong interpersonal skills, an excellent service or product and just plain good timing – sometimes seasoned with a pinch of luck.  I love prospecting, as well. It is easier for some professionals than for others but everyone loves welcoming a new client.

It may be the culmination of months of building a prospect’s trust, or having your proposal chosen over many others by a large committee whose members you have never met. Sometimes it can simply be a referral that gets you the business after just one phone call or meeting.

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