While some of my clients would love to have this problem, many of the professionals I work with who have been at it for years actually complain that they have too many clients, and they are concerned that they can’t service all of them adequately. But the real problem isn’t that there are too many…
In conversations with clients and prospective clients, all professionals and salespeople eventually run into what is commonly referred to as an “objection”. Most initial objections, however, are not really objections at all. They’re Automatic Negative Responses (ANRs). You walk into a department store to buy a picture frame for your mother for her birthday. You
Today I want to give you some pointers on how to lose clients. Losing good clients is relatively assured if you follow these simple directions: 1. Avoid regular communication. Make sure that you never let clients know what the status of their case is. Don’t proactively report to them on a regular basis, whether you’re
Your good client, Joan, has referred you to her friend, Marie. You’ve arranged it so that Marie is expecting your call. You make the call…and don’t get the appointment. Maybe you’re making one of these three mistakes: 1. You opt for asking “How are you today?” before identifying your connection to Joan. This is what
Japanese Samurai warriors were taught to “die before going into battle.” Learning to accept death as a plausible outcome of a battle, a warrior was able to fully give himself to the battle. If he was dead already, what could there be to fear? It gave a Samurai warrior freedom to give his all and
I doubt that it’s true when an advisor says to me, “I could close ANYONE, if I only had enough people to see,” or “Anyone who comes into the office becomes a client…I just can’t get enough people in.” ANYONE? Well, suppose I accept that proposition. What keeps them from having enough people to see?
