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Everyone knows some business owners. They come in many sizes and shapes. They might own a store on Main Street, a dental practice or manufacture widgets. There are things keeping them awake at night. Knowing how they think and offering to help, might lead to direct (or indirect) business.

1. Thou shalt not assume thine business owner client loves being in business. An accountant once told me: Many small business owners are in a race against bankruptcy.” They face many challenges. They need advice, but often don’t know where to look, think they will need to pay to get it or don’t want to scare off their lender. Developing a personal relationship and taking a sincere interest in their business might get them to open up. You know many business owners in different fields. Your experience can add perspective.

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