Why my absolute favorite BD practice reaps big rewards

Andrea Howe
Category : Weekly tips June 3, 2019

This post is part of our Weekly Tips series.

Think about the number of meaningful relationships you’ve had with clients over your career. There are likely hundreds. Now think about how many you’ve reached out to in the last year. Probably considerably fewer, and probably not enough—especially since they’re your best and easiest source of leads if you’re in a services business. Read on for a simple and important way around this relationship problem.

Three more reasons to forget your ABCs

Andrea Howe
Category : Weekly tips May 28, 2019

This post is part of our Weekly Tips series.

Whether you’re selling a product, service, or idea, you’ve likely felt impatient at some point to get somewhere—known in conventional sales training as “closing.” That might be driven by your strong personal desire to problem-solve or be helpful, or it could be fueled by external pressure to generate a result, or both. Whatever the source, its problematic.

The case of the missing Weekly Tip

Andrea Howe
Category : Weekly tips May 21, 2019

This post is part of our Weekly Tips series.

Every so often my systems and support structures fail me (or more accurately, I fail them) and a tip doesn’t get written for the week. This is one of those times.

Why you should forget your ABCs

Andrea Howe
Category : Weekly tips May 13, 2019

This post is part of our Weekly Tips series.

The phrase Always Be Closing has positive connotations in some circles. It was taught for many years in the well-regarded Xerox sales system as a reminder to constantly explore customer needs. More often than not, though, “closing” draws down on trust—whether you’re selling a product, service, or idea. Here are three reasons not to do it.

Why being matter of fact can be a problem

Andrea Howe
Category : Weekly tips May 6, 2019

This post is part of our Weekly Tips series.

Last week’s tip about shifting out of “order-taker” role got me thinking about a telling experience I once had with a tech support person. He fell into a classic trap, which I’m now sharing with you because it’s one we’re all vulnerable to.

Calling all shared services professionals: Are you minding your mindset?

Andrea Howe
Category : Weekly tips April 29, 2019

This post is part of our Weekly Tips series.

A few tips ago I wrote about why it’s critical, as a services professional, to see your own value as more than just a trusted problem-solver. I shared the four levels of relationship as a framework to help. Recently, I’ve been revisiting a variation of that model that a colleague and I created specifically for anyone in a shared services (or internal consulting) role. It provides a way to re-think your value, and find proactive ways to consistently be seen as more than just an order taker.

An error message that packs a humorous trust punch

Andrea Howe
Category : Weekly tips April 22, 2019

This post is part of our Weekly Tips series.

If you’re suffering from Spring Fever like I am, you probably can’t tolerate anything too heavy or serious right now. So, this week I’m offering up a humorous (albeit poignant) example of a trust-building way to deliver a tough message.

Can someone who lies be trusted? The answer might surprise you.

Andrea Howe
Category : Weekly tips April 15, 2019

This post is part of our Weekly Tips series.

Last week’s tip about the value of candor when you’ve screwed up triggered another walk down memory lane, to a time shortly before Charlie Green and I joined forces, when a colleague’s courageous admission taught me an unexpected lesson about trust-building.

Join me as we roll the clocks back.

Trust-building lessons from a bounced check

Andrea Howe
Category : Weekly tips April 8, 2019

This post is part of our Weekly Tips series.

Something recently made me think about a check I bounced about a gazillion years ago. (Some of you might actually remember the days of writing checks.) Reflecting on the situation and how I handled it then, I see two important trust-building lessons worth featuring today.

Wish you were a little more charismatic, compelling, or magnetic (secretly or otherwise)? Try this unexpected approach.

Andrea Howe
Category : Weekly tips April 1, 2019

This post is part of our Weekly Tips series.

Wish you were a little more charismatic

We can all benefit from learning how to be found a smidge more charming by clients, even the humblest of introverts among us. Not in a disingenuous way, of course, but in a way that creates an immediate and meaningful connection. This Weekly Tip gives you an unexpected insight into how to do that—one that’s also surprisingly palatable and easy.


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