Articles

Client Centricities

What questions can I use to engage a client that is "even keel" and has no sense of urgency about changing?

How Well Do You Really Know Your Clients?

How to Hold a Perfect First Meeting

Every long-term, trusted partner client relationship started with a single meeting. The genesis is almost always a brief conversation that, frankly, could have gone either way. Why does one first meeting lead to millions of dollars in revenues over many years, whereas another ends up with a “Let’s stay in touch” farewell at the door? […]

Book Review: “Rainmaking Conversations”

This is an engaging, well-crafted guide to improving your selling effectiveness. Rainmaking Conversations is a new book on selling services by Mike Schultz and John Doerr. Schultz and Doerr run a publication called RainToday as well as a sales consulting firm, and they authored a previous book called Professional Services Marketing. They have a done […]

How persistent should I be in following up with a potential client?

How persistent should I be in following up with a potential client I submitted a proposal to?

Winning New Clients (part 2)

Even if you’re good at retaining your relationships for the long term, it’s essential to add new clients each year. These could be brand new names, or new clients within existing client companies where there are multiple economic buying units and businesses. In the last issue of Client Loyalty, I described the first 7 strategies […]

How do I get this client to regularly engage?

How can I get an elusive client to engage on a regular basis with me?

7 Strategies to Win New Clients

Never Struggle Landing New Clients I don’t have a single client who is not concerned with winning new clients during the coming year. So in the next two newsletters, I’m going to walk through about a dozen essential strategies that will enable you to turn contacts into clients. This month, I’m setting out strategies 1-7. […]