Here are four things that you can do to ensure that you retain more clients and increase your prospecting success.
Wouldn’t it be easier, and certainly faster, if all we had to do to get what we want was to say, “Shut up and dance with me”?
That might work when you want to find your next dancing partner but as for getting your next new client, having an existing client expand their business, reactivating a dormant account – well these actions take time.
Shut up and do business with me…that doesn’t really work, does it?
Here are four things that you can do to ensure that you retain more clients and increase your prospecting success. They’re not in any sort of priority order because they are all important. Don’t miss any.
- Make sure that your presentation includes statements about “why” this company should do business with you. No really. Enough with the factoids. No one really cares about what you do; they care about what it can do for them. It’s really so simple yet so often missed. What’s in it for them…nail that and you’re golden. Tiptoe your way around this topic and watch the competition eat your lunch.
- Do you suffer from Mistaken Productivity Syndrome? That’s the ailment in which you are so very busy but not getting much from your “busy work.” Assess how you are spending your time. Is it generating revenue? Leading to potential revenue? What the heck are you doing anyway? (Sending massive amounts of email with little ROT {return on time} is a good example of MPS.) Quantify, quantify, quantify!
- Give more than they ever bargained for. Meeting client expectations is nice. Just nice. Blowing them away with your diligence, creativity and commitment to their account is what will set you apart from the competition and win loyal clients and raving fans. Do you want it any other way?
- Unless your clients buy your products or services immediately you had best be prepared to stay on their radar screen for the long haul. Fall off the grid and you will never recognize any ROT (return on time) from your business development efforts. Use the three I’s (I KNOW that you know this but just in case you don’t give me a call!) and forget about “checking in” and touching base.” Those hackneyed and old expressions won’t get you anywhere. It’s all about adding value to the relationship BEFORE there is a relationship.
Now let’s say it together – shut up and do business with me.
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)
