Your next opportunity is hiding in a conversation you haven’t had yet

Stop pitching: why conversations drive opportunities

By Susan Tatum, creator of Stop the Noise

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If there’s one thing I’ve learned in the 15+ years I’ve spent helping professionals with business development and LinkedIn strategy, it’s this: almost every opportunity — client, job, collaboration, insight — involves a conversation.

Not a pitch. Not a post. A real, human conversation.

It’s easy to forget that when you’re busy polishing your profile or drafting a clever post. Those things can help. They might even spark curiosity. But they don’t create the kind of momentum that moves your work forward.

The real shifts — the clarity, the introductions, the energy to keep going - tend to happen in one-on-one conversations. That’s where connection becomes action.

And yet, conversations are often the first thing we stop doing when we feel uncertain, discouraged, or busy. And that’s a mistake.

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The power of showing up to talk

We live in a time when it’s never been easier to connect, and never been easier to confuse activity with progress. You can be “visible” on LinkedIn for months without ever having a meaningful dialogue. You can network without actually forming any relationships.

The professionals who consistently create new opportunities? They’re talking. Not to everyone. Not constantly. But regularly, with intention, and without trying to force a result.

These conversations aren’t transactions. They’re explorations. And they work whether you’re trying to land a client, explore a pivot, find your next job, or simply stay connected to what matters in your industry.

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A special note to my corporate colleagues

If you’ve spent years in a demanding corporate role, you might be realizing that your network has gone quiet or even cold. It’s not that you didn’t know people. It’s just that staying in touch wasn’t part of your job. Or it didn’t feel like a priority.

Now, as you look toward a new chapter — whether it’s consulting, entrepreneurship, or your next big role — those relationships are more important than ever. And here’s something I’ve seen again and again: it’s much easier to reconnect when you don’t need anything. When it’s just a check-in. A quick hello. A moment of shared curiosity.

If you're still in a corporate role, think ahead. Don’t let opportunities to create strong, genuine relationships slide by. Because when you do need to reach out, you’ll be glad the line’s still warm.

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But what do you say?

This is where most people get stuck.

They worry they don’t know what to say, or that they’ll sound salesy, or they’re not even sure who they want to talk to. So they delay. Or they overthink it. Or they write and rewrite until the message feels stiff or awkward.

Here’s what I always say: it’s not about saying the perfect thing — it’s about saying something.

“Hey, I saw your post and it made me think...”

“I’d love to hear what you’re working on lately.”

“Can I run something by you? It’s right up your alley.”

“I realized we haven’t caught up in way too long.”

These are not pitches. They’re openings. And they create space for the other person to engage.

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You don’t need a funnel. You need a talk list.

Forget the perfect sales process for a moment. What if you just had a Talk List?

A short, simple list of people you’d like to catch up with, learn from, or get to know better. Not to pitch. Not to convert. Just to connect. A few past colleagues. A peer you admire. Someone interesting you haven’t spoken to in a while.

In my StartTalking 30-Day Challenge, I help consultants build this habit. Even five to ten names is a great place to start. You don’t need volume — you need movement.

One of my clients recently reached out to just a handful of people she already knew. That turned into over 40 conversations, 10 new article ideas, and 3 excellent business opportunities in less than three months. No big campaign. No fancy automation. Just conversations.

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Conversations create momentum

Here’s what happens when you talk to people regularly:

• You get clearer on what you want (and don’t want).

• You get real-time feedback on your messaging.

• You uncover opportunities that weren’t even on your radar.

• You feel more confident because you're not stuck in your own head.

• And yes, sometimes you get a client or a job. But often, that’s just a bonus.

The real reward is that you feel like you're in motion. And that momentum fuels everything else.

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Want to keep this going?

I write a short, daily email for independent consultants who want to get more and better conversations started — with the right people, in the right way. It’s free, and it’s practical.

👉 Sign up.

Or just come say hello on LinkedIn. I’d love to hear what you’re working on.

Because if you’re not talking, you’re missing out on the best part of business — and life.

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Susan Tatum

Susan Tatum helps independent consultants build a pipeline of right-fit clients by starting more of the right conversations. She’s the host of the podcast Stop the Noise and the creator of the StartTalking 30-Day Challenge, a one-on-one sprint designed to help you get into the market and talking to people who can help grow your business.

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How do I find new business opportunities without cold pitching?

Start with conversations, not campaigns. Reach out to people you already know, or those you’d like to know better. A simple “Hey, thought of you when I saw this…” opens more doors than a hard pitch ever will.

What should I say to reconnect with old colleagues or contacts?

Keep it light and human. Try: “We haven’t caught up in way too long” or “I’d love to hear what you’re working on lately.” The point isn’t to be perfect — it’s just to start talking.

How can regular conversations help me grow my business?

Talking to people keeps you moving. You’ll get clearer on what you want, uncover opportunities you didn’t see coming, and build confidence. Sometimes it leads to clients or jobs — but more often, the real win is momentum.