by Lance Godard | Sep 16, 2016 | Advice
If practice doesn’t make perfect, it certainly makes your pitch focused, efficient, and memorable. More importantly, writes Andrew Murray-Brown in Nailing the Fundamentals: The Value of Rehearsing, practicing before a client meeting can mean the difference between...
by Lance Godard | Sep 15, 2016 | Content & Communications
Sophisticated buyers of products and services can generally determine whether to read an article – whether or not it will provide them value – before they invest their time (and possibly money). So why do so many of those smart buyers become irrational sellers when...
by Lance Godard | Sep 14, 2016 | Planning & Strategy
There’s nothing particular easy about cross-selling, writes Jim Hassett in Cross-selling Strategies: Cultivating New Business from Current Clients. It takes work, a client’s perspective, and above all a new attitude: “Cross-selling should not be approached as a way to...
by Lance Godard | Sep 13, 2016 | Advice
Wondering if it’s a good time to visit your client? Just ask them. Don’t get hung up on whether or not they’ll be bothered by the question because they might be busy, writes Nat Slavin in The Right Time to Visit a Client: “That is the bad kind of thinking that...
by Lance Godard | Sep 12, 2016 | Advice
Client interviews don’t need to be complicated, writes Linda Hazelton in What to Ask in Your Client Interviews. But the trick is to get them talking: “For some clients, the only question you may need to ask is: “How could our service to you improve?” […] For others,...
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