OVER-Deliver / UNDER-Promise Your client or customer wants to see a report as soon as possible. It’s almost impossible for you to have it ready before next Wednesday, but under pressure, you promise it to her by this Friday. “Why did I do that?” you ask yourself. Your intentions were good. You didn’t want her…
The “Happiness Ratio”: Read More »
Yesterday, my coach, Rich, called me with only one purpose. He wanted to tell me that I was doing well! We didn’t have a scheduled appointment. This marked the third time in our working relationship that Rich had called me simply to say “Great job!” or to offer his help. I’m telling you about his
Build Your Business through Your Best Clients Read More »
My father told me a story once about how he had owed a friend, Jim, $10,000 that he couldn’t yet repay. My father had honestly intended to repay the loan on time, but the money Dad was waiting for from another deal was delayed, and now he found himself pacing the bedroom floor at 1:00
You Made a Mistake?…Quick, HIDE! Read More »
I consulted last week with a financial advisor I’ll call Alex, who had two concerns: (1) He was feeling “overwhelmed”, and (2) he was not happy that his income was “inconsistent”. 2012 would be a great year for him, he told me, if he could only solve these two problems. I learned that Alex had
How NOT to Succeed in Business Read More »
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
Clients Crave Communication Read More »
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
How to Lose Your Clients: 7 Sure Strategies Read More »
