Show Me That ‘Cha Love Me (Issue 442)
In which we’re reminded to call even our smallest clients at least once per year to check in. “I’m really disappointed in how your firm has taken care of us,” I said to the managing partner. Read more »
Weekly Sales Thoughts
Globe Corner (Issue 441)
In which we are reminded to continue developing our personal expertise, investing in ourselves. “I wonder how this book store is different from the Harvard Coop and the other bookstores within two blocks of here?” Read more »
Decisions They Have To Make Anyway (Issue 440)
In which we discuss questions that can help us facilitate when clients “go away.” About two weeks ago, I called a financial advisory services company to ask for help addressing a challenge that our company faces. Read more »
Translating for Trust (Issue 439)
In which we consider the importance of emotion as well as facts when confirming what we’ve heard. “We are honored and delighted that you are here with us this evening, sharing this meal, living with your host families for a week. We have enjoyed sharing with you…” Read more »
Decisions, Decisions (Issue 438)
“So, I had to make the decision,” she said. “The tests said that I was in the middle zone for risk, which meant that the treatment options weren’t precisely defined. Doctors are pretty clear about preferred treatment plans if you’re in the low risk zone or the high risk zone, and it’s confusing in the … Read more »
Skip’s Lesson (Issue 437)
In which we are reminded that we own the leads we’re given, no matter how bad (or good) they are. “Here,” he said, handing me the torque wrench, gently pushing me on my mechanic’s creeper under the car. “You’re going to tighten these.” Read more »
Lead With Ideas (Issue 436)
In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us. “So, as we went around the circle, sharing what was going on, I found out that the other guys in this ‘outplacement group’ didn’t have any meetings lined up. Nothing! I couldn’t believe it. If … Read more »
Rookie Questions (Issue 435)
In which we discuss applying research to generating questions that make a difference. “How is family contribution calculated? It was a rookie question about college financial aid. Our second child is applying for college admission; we join her at pre-application college “Information Sessions.” During the first of two on Saturday, the Admissions Officer offered to … Read more »
It It True LeBlonds Have More Fun? (Issue 434)
In which we discuss the connective value of a little extra digging as part of our pre-call research. Read more »
Juicy Conversation (Issue 433)
In which we marvel at the connection created by a story. Wednesday night, I sat with a friend for dinner. Sitting outside, a pink-sunsetted, warm, summer evening gently accented by shifting light breeze. A few folks around at other tables, a quiet night. We ordered food (mine was the “turkey, black bean, and cilantro burger … Read more »
We Are Seriously Social.