How clients see your value starts with how *you* see your value

by | Dec 10, 2018 | Monthly-ish tips

This post is part of our Weekly Tips series.

 

If we had a do-over for The Trusted Advisor Fieldbook, there’d be a whole chapter on how you see your value, and how your own mentality is a key driver of your clients’ proclivity to see you more consistently as a trusted advisor. For now, a weekly tip will have to suffice.

Most services professionals tie their value to their expertise. That makes sense, since most clients pay money for the expertise they need to advance a business issue.

Read More...

Reprise: How your relationship to authority may be hurting your client relationships

by | Oct 16, 2023 | Monthly-ish tips

This post is part of our Monthly-ish Tips series.

I was recently interviewed for a podcast and asked at the end, “What advice would you give your 20-year-old self?” My answer reminded me of a cautionary tale from the early days of my consulting career. I think there’s a good bit of generalized wisdom in my story about everyone’s relationship to authority, and how that can cost us in terms of trust and relationship-building.

Read More...

A word to the wise about adjusting your fees after your quote

by | Nov 13, 2022 | Monthly-ish tips

This post is part of our Monthly-ish Tips series.

My spouse and I were recently on the hunt for a favorite electrician for house stuff—one that would finally be our “go to” to call on, after having tried several. This one came so close. And then they made a trust-related mistake that had nothing to do with the quality of their work. I recognize the mistake as one that a lot of sellers make, especially in professional services. Do you?

Read More...

Please think twice before you ask this question

by | Feb 2, 2021 | Monthly-ish tips

This post is part of our Monthly-ish Tips series.

There’s a particular question that I have come to hate being asked, starting in about March of 2020. I resist it slightly less now, but only slightly. I’m sharing my further reflections on the matter, not because I like to divulge my idiosyncrasies on these pages (though there is that), or because these Weekly Tips are sometimes my public therapy journal (that, too), but because I think it really matters in terms of how we’re connecting with each other these days—or not.

Read More...

Why you should be like LeBron James and tell people, “Kiss my a**”

by | Mar 9, 2020 | Monthly-ish tips

This post is part of our Monthly-ish Tips series.

Those who know me know I readily admit to being grossly (and unapologetically) ignorant when it comes to just about anything sports related. Only every once-in-a-while a news story will catch my eye, as was the case the other day with American basketball superstar LeBron James. LeBron had an important message for his critics, and it’s one we can all learn from.

Read More...