“I saw an old client last night in a tavern over a burger and beer,” a financial advisor I’m working with told me. “He picked the spot.” “One hour of life talk and B.S. and a laugh or two—plus five short minutes of business in the parking lot at the end—and I sold him $4,000…
In my book, Become A Client Magnet, there are two chapters devoted to a fictional Sales as a Martial Art class, wherein the wise old blind Master is enlightening the Young Professional. During one of their interactions, the two discuss the Four Swordsmen of Client Service: Respect, Empathy, Action, and Communication. When all four are
Okay, so you might be the world’s most interesting person. But the prospective client you’re meeting with wants you to be interested in talking about her and her issues, not about you or your firm. Imagine you injured your arm, that it appears to be broken, and that you have been referred to an orthopedic surgeon. He
Two professionals start their careers with comparable financial and social advantages and connections, and identical training and education. One becomes highly successful. The other doesn’t. How do we account for this? If we examined their careers more closely, we would see that the highly successful professional constantly takes action to get where he wants to go, while
Everywhere you turn, the news is bleak…“double-dip recession”, “millions out of work”, “nine percent unemployment”, “housing prices down”… But there are corporations sitting on huge sums of cash, and people who provide services just like yours who are making money, despite the economy. Are they just luckier than you are? Or, perhaps, are they thinking
I just received the following e-mail from Melinda, who owns a unique invitation and engraving store in Islip, New York. She is a graphic designer and does beautiful work right on her premises. Melinda had sought out my help on a project that we went on to complete successfully. Toward the end of our work
