Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Week 2 Challenge: Get Recognized
Which comes first–recognition for being really good at something, or relationships that lead to your being recognized? In 1969, a 19-year old James Taylor landed in London. His original band had collapsed, he was broke, and he was trying to break a fearsome drug addiction that had gripped him. He played his guitar for friends and even busked […]
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Week 1 Challenge: Review Your Client Base and Accelerate Your Outreach
One of the secrets to building clients for life is starting with the right clients. I lived in Italy with my family for four years, and I learned–similarly–that one of the secrets to Italian food is that the Italians always start with super-fresh ingredients. In contrast, It’s hard to make a delicious salad with rock-hard […]
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Day 1 Challenge: Adopt the Advisor Mindset and Serve More Client Needs
Welcome to the 100-Day Client Growth Challenge. I’m excited that you’re joining many other participants around the globe for this powerful, 100-day journey. It will help you strengthen your most important relationships and grow your client base. We are in the midst of a very turbulent time. Remember, however–business development may slow or stop, but […]
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The Power of Authentic Generosity to Strengthen Relationships
Grow your relationships with the high-octane fuel called Generosity Today, we are called to be generous in ways that are uncomfortable and stretch us. The current crisis is affecting everyone, although some are being impacted more than others. It raises many questions—for example: How can you be generous with your clients, even when they can’t […]
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10 Causes of Client Attrition—and How to Stop It
Why Your Clients Are Leaving By Andrew Sobel Even firms that enjoy strong client loyalty and high levels of repeat business lose 20 or 30 percent of their revenue every year due to attrition. Some attrition is desirable. Some is unavoidable. But much of it can be prevented. Think about how much work it requires […]
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Tomorrow’s Client Meeting Starts Today: 14 Questions to Get You Ready
A client meeting doesn’t start when you walk in the door and say good morning to your client. Rather, it begins a day earlier, as you mentally prepare and reflect on how to make that meeting a success for both of you. Too often we are preoccupied with ourselves: with a key message we’re trying […]
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6 Reasons Your Client Says “I Don’t Have Budget”—and 16 Ways to Get It
Combating Your Clients Number One Excuse “We don’t have the budget for this” is a phrase anyone who works with clients has heard many times. It’s one of the four fundamental objections in sales, which are: No need (“We just don’t need what you have to offer.”) No urgency (“It’s interesting, but the timing is […]
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Have You Captured all 3 Levels of Client Relationship Potential?
A tale of blind hubris A client of mine implemented an account planning process and asked all their partners to estimate their current share of each client’s business. Sometimes, this metric is referred to as “share of wallet,” although I dislike that term because it sounds like you are stealing the client’s wallet rather than […]
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