This article points out something I have adhered to for years (without much trying) and which clients and prospects have genuinely enjoy. To quote the article:
…And the way they perform this magic act, of sorts, is not by touting themselves and bragging about how wonderful they are, but instead by revealing a genuine and unrelenting interest in others.
None of this is manipulative. It’s based on a legitimate interest in and involvement with others that builds a bridge between you and the client. A bridge of faith, trust, mutual interests, even friendship.
You’d be surprised how well your ‘pitch’ is received if you are not pitching at all. Read the full article here: The best salespeople don’t sell at all – The Globe and Mail.