Words
The Sunday Dispatches archive...
Small behavioural changes.
Much easier than implementing grand strategies, small behavioural changes - such as listening actively and responding promptly to needs - can have a major impact on your influence with clients.
Stop pitching your add-on services to existing clients.
Stop pitching your add-on services to existing clients. Instead, here's a much better way to position your work ... and show your value in the process. Educate the client, so they understand the critical challenges they'll face soon. Then talk through potential solutions they might want
How is your pipeline?
Here are 4 tips to take it up a gear ... 1/ Find something worth saying to a client who is struggling right now. That means caring about their business problems and missed opportunities. Bring some fresh insights about what's important to their success. Make sure it's
4 ways to fail as a leader looking for revenue growth?
4 ways to fail as a leader looking for revenue growth? And some ideas on what to do instead ... Don't: 1/ Set unrealistic goals. 2/ Micromanage activity. 3/ Ignore team feedback. 4/ Forget to recognise success. Do: 1/ Make your purpose clear. 2/ Set clear expectations, standards, and
How's your pipeline?
☀️ It's summer. And for consultants who sell Month 2 of Quarter 2. How's your pipeline? Here are 4 tips to take it up a gear ... 1/ Find something worth saying to a client who is struggling right now. That means caring about THEIR business problems and
You decline to answer.
When some people's names come up on a client's phone ... they decline to answer. What are you doing differently tot ensure clients want to take your call?
To win high-value projects you need influence.
To win high-value projects you need influence. But many people mess it up. Because they aren't happy to ... take the initiative ... influence client buying decisions ... Instead, they step back and ... let things take their course. And that's where most sales are lost.
How to improve your time investment?
This mini-mission comes from my performance coaching work with corporate executives. These clients wanted to improve and accelerate their performance. I didn't create the mini-mission and am not sure who did. If you are reading this and know who I should attribute to to please let
Here are 4 tips to take it up a gear.
Here are 4 tips to take it up a gear ... 1/ Find something worth saying to a client who is struggling right now. That means caring about their business problems and missed opportunities. Bring some fresh insights about what's important to their success. Make sure it's
Create an exceptional client experience.
It's easy to create an exceptional client experience. Ask yourself what the other person values most. Then build your engagement around the answer.