When it comes to building stronger business relationships, we tend to overcomplicate things. We look for the perfect icebreaker, the polished pitch, the smartest insight. But in my experience, the most powerful tool is also the simplest one.
Three little words: Tell me more.
I can’t tell you enough how many times I encourage attorneys (and even my fellow legal marketers) to use this phrase. People love to talk about what they’re working on, what they’re proud of, or what challenges they’re navigating. You just have to ask - and then be patient enough to listen.
Picture this: you’re in a meeting with a client or prospect and you’ve asked a thoughtful opener:
- What project have you been most proud of this year?
- Have you started framing out your strategy for 2026?
- Even just: What’s been going on?
They give you an answer. Instead of moving on to your next question (or jumping in with your own thoughts or experience), pause and say: Tell me more.
That’s where the magic happens. Those three little words…
- Peel back the onion. You get past the surface and start uncovering deeper needs, priorities, or opportunities.
- Show you care. It signals genuine curiosity and builds trust.
- Create connection. Whether it’s a new project you can help with, or a chance to introduce them to someone else who can, you’ve added value simply by listening.
Business development isn’t just about big strategies. The key to business development is building relationships, and we do that one conversation at a time. And more often than not, the best way to do that is to remember my favorite line for growing relationships: Tell me more.
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Rebecca Edwards Hnatowski is a marketing and business development advisor with nearly 20 years of experience helping busy stakeholders establish, maintain, and grow client relationships. Connect with Rebecca on LinkedIn.
