Articles - Page 3 of 49

Week 12 Challenge: Create a Personal Promoter

I hope you’re enjoying these weekly challenges, and have been able to apply the clients-for-life strategies to growing your relationships. If you have any examples of progress you’ve made–client relationship successes large or small–please share them with me. I’d love to hear from you, and will confidentially highlight these examples in future emails (write me […]

Read article

Week 11 Challenge: Bring Big-Picture Thinking to Your Clients

Read article

Nine Reasons Why You Lose Clients – And What to Do About It

The playwright Oscar Wilde defined a gentleman as someone who “is never unintentionally rude.” Likewise, you never want to have a client relationship end unintentionally and without a sound reason. Unfortunately, relationships often avoidably come to an end. Clients usually just vote with their feet and don’t explain to you why they are not giving you any […]

Read article

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