Thirty years ago, I needed lifesaving surgery. I worked hard to find out who the surgeons with the best reputations were, and then I made separate appointments with each of three doctors who had been most highly recommended. The first surgeon I met with did not impress me one way or another. The second told
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
In the E-Myth Revisited, Michael Gerber talks about the fat man and the slim man, both of whom reside in the same body. While the slim man is in charge, that body is exercising and eating right and doing healthy things. But one cold and rainy morning, when the body gets up to do its
