In which we discuss the dangers of “just assuming” we know what our clients prefer. My son’s recovery from wisdom teeth removal included a “dry socket” which, for the uninitiated, translates as dull, throbbing pain at an extraction site accompanied by more than the usual swelling two to three days after the extraction. Read more »
In which we remind ourselves that clients don’t always want our advice. A friend called a couple of weeks ago to check in. We hadn’t spoken for a while, so he asked, “What’s new with Clarity?” I responded — business has been good, we have two new articles out, and we’ve just launched our refreshed … Read more »
In which we offer five questions to understand your clients’ big pictures for the year. What better time to expand your conversation with your customers and than in January. Why? They’re finishing their plans for the eleven upcoming months and their New Year’s resolve and resolutions are still top of mind. Read more »
In which we describe a simple technique which opens the door to differentiation and higher value added. I walk hills for fun and exercise. Midway through Saturday’s walk, I could hear a car approaching me from the rear, slowing down… stopping…. rolling again…. stopping…coming closer… stopping. Remembering Spiro Agnew’s observation that “Just because you’re paranoid … Read more »
In which we’re reminded to tailor and differentiate our unsolicited approaches to prospects. 2:00 pm. I’m at my desk, working. The phone rings. Caller: Hi Nick this is John Greene at (Securities Firm A) in Chelmsford, how are you today? Me: Great, John. What’s this about? Read more »
In which we are encouraged to savor our clients’ answers to each of our questions rather than rushing to judgment. Just before the turn of the year, I participated in a “music circle” – 15 guitar players and singers in a circle, amusing themselves on a cold evening by playing and singing songs ranging from … Read more »
In which we learn to ask a specific question to ensure the solutions we propose don’t draw out an immediate objection. In the midst of a spectacularly beautiful snow storm, I joined a Christmas party that included immediate neighbors. As I glided past a small gaggle of them to grab a grape, I overheard the … Read more »
In which we are reminded: Focus on results or impact when we introduce ourselves to prospects. A long time ago, in a part of my life I can barely remember, I attended a party in Los Angeles. After a bit, I collided with a woman of about my own age and stature. “Hi,” I explained. … Read more »
In which we are reminded, “Don’t rule any prospect or group of prospects out” on the basis of a sweeping generalization. During a recent conversation with a woman friend, she said, with a combination of distress, disgust, and disdain, “Ah, what does it matter? Men are all the same.” Read more »
In which we are reminded to focus on business issues rather than “products at a price” if we want to develop value-based relationships with our clients and prospects. Unexpected voice mail from an employee we know at one of the banks we use: “Hi, Nick, this is Susan Smith, I just wanted to … Read more »
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