Six Things to Stop Discussing with Clients

It has been said that you get just one chance to make a first impression. I have found that that holds true even with people you know. Let me explain. When you have a meeting with an existing client, how the meeting or call starts is critically important. This “first impression” will give your client […]

Managing Summer Time

Summer is a season of vacations, beaches, time with family and other distractions. However, you’ve still got business to manage and clients to satisfy. Perhaps more than any other time of the year, summer presents time management challenges for you and your team. It’s up to you to make sure work gets done. Here are […]

Cognitive Dissonance: Your Secret Weapon

“We might not be the right company for you.” Said no one ever, right? Not so. I say it often and coach my clients to do the same. “Steve…you counsel people to TELL their potential client that their company might not be the right fit?” That’s right. I put it in the category of Cognitive […]

Stop Being Nice

Perhaps you were raised with the old adage, “If you don’t have anything nice to say, don’t say anything at all.” While that is good advice around the dinner table or in the schoolyard, it’s not always true in business. When should you not be nice? When your client’s business future is at stake…and that […]

Don’t Let Your Client Get Embarrassed

No matter your role, be it a salesperson, account director, or VP of client relations…you are an extension of your client. You perform a role that is critical to the client’s success. The client is, in essence, your constituent. You have the responsibility to support them, guide them, serve them, and meet their needs by […]

Building Effective Teams: Call It Like You See It

More and more often, many of us are selling and consulting with clients as a team versus alone. In most cases, teamwork makes sense. It is a great way to illustrate the concern your organization has for the client relationship and the diligence you have put towards it. The concept is easy, succeeding at it […]