Andrew Sobel, Author at Andrew Sobel - Page 3 of 48
Want More Share of Wallet? Grow Your Share of Mind
Everyone would like more of their client’s business—more “wallet share.” But few are willing to invest the time and effort to do what it actually takes to earn that additional share of their client’s expenditures. The strategy to gain more wallet share often consists of introducing some colleagues who then pitch their solutions, without establishing […]
Read article
The Piercing Roar of a Hungry Black Bear
During this COVID-19 crisis, we can all use some lighthearted news/entertainment. This may fit the bill for you. At six o’clock this morning I walked out of my bedroom and saw a large black bear on the other side of the screen door that leads into the back garden of our house. He (or she) […]
Read article
How to Heal Broken Relationships (Part 1)
The Causes of Relational Conflicts Early in my career, I had an important relationship with a colleague at my old firm, but it began to slowly deteriorate. Eventually, he stopped communicating with me and grew bitter—I know because he began complaining about me behind my back. Once I focused on healing this relationship, I realized […]
Read article
Seven Ingredients that Make You Truly Authoritative in Your Clients’ Eyes
Do Your Clients See You as an Authority? One of the greatest accolades you can receive from a client is the declaration that you are an authority in your field. Even better still is to hear you are a “leading authority” or even “the leading authority.” But don’t take a simplistic view of the route to getting […]
Read article
How to Accelerate Your Sales Cycle
How long is your sales cycle? How many months does it take to go from first meeting to a paid engagement? Your answer probably will be, “It depends!” But whatever your answer, you no doubt wish that your sales process would move more quickly. Right now, as many companies are rocked by a simultaneous health […]
Read article
What to Do When Clients Are Unresponsive
One of my favorite New Yorker cartoons was drawn in 1993 by Robert Mankoff. It shows an executive at his desk, fielding a telephone call from someone who wants to meet him. “No, Thursday’s out” he replies to the caller, adding, “How about never? Is never good for you?” Today, that cartoon hits especially close to home. […]
Read article
Using Power Questions–Your Week 10 Client Growth Challenge
[Please note: this article, and the rest of the articles in this series, together constitute the 15 emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] In Week 10 of your client growth challenge, you’ll develop three Power Questions […]
Read article
Week 9 Challenge: Build a Relationship Growth Plan
[Please note: this article, and the rest of the articles in this series, together constitute the 15 emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] In Week 9 of your client growth challenge, you’ll develop a plan to […]
Read article