Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
A Burden Borne by Few for Many
May 28th of this year is Memorial Day in the United States, a day of remembrance for those who gave their lives in war. My mother and my father both served extended combat tours in World War II. My mother was a Lieutenant in the US Army--a nurse. She followed the troops into the Continent from D-Day onwards.
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Use Power Questions to Handle Discount Pressure
Unfortunately, the easiest and most direct way to increase value (which is benefits minus price paid) is to pressure a service provider to lower their fees. Remember, too, that clients ask for discounts for different reasons. I have observed no less than five types of clients who ask for discounts:
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Ask, Don’t Tell: Using Power Questions to Create Clients for Life
The CEO of a $12 billion company summed it up neatly when he told me, “When someone walks into my office and is trying to market to me or sell something, I can always tell how experienced he or she is by the quality of the questions they ask.” I’ve heard the same message from hundreds of c-suite executives: the people who really impress them are the ones who ask the most thought-provoking questions.
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Relationship Breakthroughs (No. 1): Change the Relationship Environment
How do you get a breakthrough in a relationship? How do you take it to the next level? There are a number of actions that will help you do this. Over the next 15 blog entries or so, I am going to highlight these one by one.
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Relationship Breakthroughs (No. 2): Connect Personally
How do you get a breakthrough in a relationship? How do you take it to the next level? There are a number of actions that will help you do this. Over the next 15 blog entries or so, I am highlighting these one by one. Some are simple; some are very challenging. All help you move in the right direction.
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Relationship Breakthroughs (No. 3): Help them Personally
How do you get a breakthrough in a relationship? How do you take it to the next level? There are a number of actions that will help you do this. Over the next 15 blog entries or so, I am highlighting these one by one. Some are simple; some are very challenging. All help you move in the right direction.
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Relationship Breakthroughs (No. 4): Help Your Client through a Crisis
How do you get a breakthrough in a relationship? How do you take it to the next level? There are a number of actions that will help you do this. Over the next 15 blog entries or so, I am highlighting these one by one. Some are simple; some are very challenging. All help you move in the right direction.
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Relationship Breakthroughs (No. 5): Confront problems or mistakes
Providing early warning to clients about real or potential problems–whether you created them or the client has made them (or is about to make them)–is more than just good practice. It’s absolutely the right thing to do. And it will distinguish you from other service providers who are too insecure and timid to confront them.This includes telling your client when you think his or her organization is making the wrong move.
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