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

Andrea Howe
Category : Weekly tips December 10, 2018

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.

An innovative way to walk in your clients’ shoes

Andrea Howe
Category : Weekly tips December 3, 2018

This post is part of our Weekly Tips series.

There are stories in The Trusted Advisor Fieldbook that inspire me no matter how many times I read them. One in particular provides a compelling example of a company’s commitment to walking in its clients’ shoes. This week’s tip offers ways you can translate their innovation to your business.

Talking price (and how I wish I had a do-over)

Andrea Howe
Category : Weekly tips November 26, 2018

This post is part of our Weekly Tips series.

I recently failed to follow the advice that Charlie and I offer in The Trusted Advisor Fieldbook about talking price. I hate it when that happens. And while I don’t like admitting it much either, it’s therapeutic to do so … and potentially helpful for you. So here I am.

What to do when you feel bullied (or at least a little intimidated)

Andrea Howe
Category : Weekly tips November 19, 2018

This post is part of our Weekly Tips series.

Have you ever felt bullied by a client? Or at least a little intimidated? Today’s inspiration for what to do comes from a client of mine who once shared with me how he dealt with his own difficult customer.

Work got you worn out? Try this self-directed Jedi mind trick.

Andrea Howe
Category : Weekly tips November 13, 2018

This post is part of our Weekly Tips series.

The last few weeks have been unusually demanding for me, including a lot of overseas travel and many intense days leading learning programs. About two-thirds into this recent sprint I found myself dragging—big time. Fortunately for my clients and for me, I remembered a little trick I use to help me refocus and re-energize.

Why trusted advisorship is an inside job—and what to do about it

Andrea Howe
Category : Weekly tips November 5, 2018

This post is part of our Weekly Tips series.

If you’ve been to one of my workshops, you’ve probably heard me say, “Trusted advisorship is, first and foremost, an inside job.” In other words, being masterful in your relationships starts with you … mastering you. This week’s tip is a compilation of resources to help with exactly that.

Two distinctive strategies for building trust virtually

Andrea Howe
Category : Weekly tips October 29, 2018

This post is part of our Weekly Tips series.

I recently came across two great best practices for building trust virtually: one to use with your team and one to use with your clients.

For your team: A virtual happy hour. I hosted one of these a few weeks ago. We gathered various members of my team from various parts of the US (including different time zones) for 45 minutes using Zoom, so we were all on video. We called it a “happy hour” (as the old saying goes, it’s 5 o’clock somewhere) and I invited everyone to join with their drink of choice—alcoholic or otherwise.

A case AGAINST empathy (and what to do instead)

Andrea Howe
Category : Weekly tips October 22, 2018

This post is part of our Weekly Tips series.

If you’ve been to one of our workshops, you know we emphasize the importance of paraphrasing and empathizing as critical listening skills, and therefore critical influencing skills. These are not mere nice-to-haves in your trusted advisor toolkit. Master these two skills—no kidding and genuinely—and you’ve got a really good chance of being seen by clients as more than just a smart problem solver. “Genuinely,” of course, is a key word, which can be a challenge.

An unconventional way to break the silence

Andrea Howe
Category : Weekly tips October 15, 2018

This post is part of our Weekly Tips series.

By now you likely know I’m an advocate for personal risk-taking in your relationships as a necessary part of building trust. If you’ve practiced what I preach, you may have found yourself in an uncomfortable spot or two as a result. It happens; that’s why we call it a “risk.” Here are three tips for what to do when your risk-taking leads to … crickets.

Finally, a great customer support experience we should all emulate

Andrea Howe
Category : Weekly tips October 8, 2018

This post is part of our Weekly Tips series.

I had a simple yet profound experience with a customer support person the other day. It reminded me of something we should all be doing regularly with our clients.

I was online trying to troubleshoot an issue with my Mac (yes, I did the Big Switch earlier this year after a gazillion years working with PCs).


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