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Why being good at friendship matters for professionals

by Andrea Howe | Mar 21, 2022 | Monthly-ish tips

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

A salient comment from a VP-level participant in one of our recent programs got me thinking about a tip I wrote nearly seven years ago, so I’m reprising it now. The comment basically drew a clear connection between establishing trust with a business colleague and building trust with a friend. It stuck a chord with me because I’ve come to believe that friendship skills play a critical role in business, and particularly in sales.

Three guidelines for changing your sales language now and forever

by Andrea Howe | Jan 30, 2022 | Monthly-ish tips

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

While writing last week’s tip about my delightful interaction with Dave I had to sort out how best to refer to Dave. The language I chose was thanks to a tip I published in 2016. I’m reprising a variation of that tip here because I believe it contains lessons that bear repeating.

The case for calling a possible client you’ve never met on a Sunday

by Andrea Howe | Jan 23, 2022 | Monthly-ish tips

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

I did something unconventional a couple of weeks ago: I called Dave, who I’ll characterize as “possible client” for simplicity, in the middle of the day on a Sunday. We’ve never met and haven’t exchanged more than a couple of emails in the last couple of years. Dave was so struck by my reach-out that he dared me to write about it*. So here I am.

A dramatically different resolution to improve your relationships in the new year

by Andrea Howe | Jan 9, 2022 | Monthly-ish tips

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

We’re two weeks into a new year, which means that any resolutions resolutely declared are within days of faltering—at least according to psychologists who say we typically do well for the first two weeks and then backslide by February. I’ve suggested before that buddying up can be a helpful antidote. This year I’m suggesting we all try something a little different—either in addition to, or maybe just plain instead of, finding a partner to support us with our efforts. Brace yourself for a dramatic and woo-woo sounding strategy.

Ready?

Reprise: 10 easy ways to make time for BD

by Andrea Howe | Nov 1, 2021 | Monthly-ish tips

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

Image credit: Vinoth Chandar – Flickr

It’s been nearly six years since I wrote about easy ways to make time for business development (BD). I reprised my Top 10 list with a workshop group the other day and it occurred to me I should do the same here. While I’m at it, I’m merging what was two lists of five into one for easy access, and adding some prioritization that creates a dramatic lead-in to my favorite (#1).

Here are my top 10 tips for making time for BD:

Reprise: How to be more charismatic/compelling/interesting/fascinating

by Andrea Howe | Oct 3, 2021 | Monthly-ish tips

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

I assigned the listening chapter from The Trusted Advisor Fieldbook to a group I’m working with the other day (Chapter 6), and a participant took note of one of my favorite stories in it. Which reminded me of a tip I wrote 2+ years ago on an unexpected way to be found at least a little more charismatic/ compelling/interesting/fascinating. I’m dusting it off today because introverts and extroverts alike can benefit from creating an immediate and meaningful connection in a way that’s authentic, palatable and easy.

Reprise: When NOT to speak up/tell the truth

by Andrea Howe | Sep 27, 2021 | Monthly-ish tips

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

Most of us probably agree both in theory and in practice with the principle of transparency—being honest, open, candid. It is easy to assert that “Honesty is the best policy,” but dig a little deeper and it is not so clear. I last wrote a Weekly-ish Tip about how to discern whether to raise a touchy topic a little over five years ago. A recent conversation with a workshop group has me thinking it’s time to reprise it.

A modern take on a traditional relationship-building custom

by Andrea Howe | Sep 6, 2021 | Monthly-ish tips

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

I’m guessing you’re like I am in that you don’t end each day wistfully thinking, “If only I had received more email.” Just last week, though, I found one of the loveliest messages in my inbox I’ve ever gotten—which is saying something because I actually get some really, really nice ones on a pretty regular basis. Last week’s dispatch was a brilliant blend of traditional and modern communication that strikes me as a simple and distinctive addition to all of our relationship-building toolkits.

When NOT to ask a question

by Andrea Howe | Aug 16, 2021 | Monthly-ish tips

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

Many of you know my Mom passed away a couple of months ago (I wrote about three trust lessons as a tribute), and some of you know she was actively dying over a two-week period. I learned an important lesson about asking questions during those two weeks. The lesson is applicable to a lot of different circumstances and relationships, including the comparatively more mundane everyday business interactions—particularly between consultant/advisor and client.

Step three (of three) for influencing a skeptical audience

by Andrea Howe | Jul 26, 2021 | Monthly-ish tips

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

Copyright: Mark Nockleby

This week, I’m coming back to the topic of influencing a skeptical audience, with the awaited third (of three) steps. All the steps are effective when you implement them not as manipulative tactics, but as sometimes-paradoxical practices that build trust.

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