Back to basics: Three ways to apply a fundamental lesson

Category : Client relationships, Consulting, Sales and BD Mastery, Weekly tips March 25, 2019

This post is part of our Weekly Tips series.

A “back to basics” lesson

Every once-in-a-while, Charlie Green and I are in the same place at the same time. I recently got to hear him speak at a DC-area event, and a conversation with an attendee reminded me of a simple yet critical lesson. This one applies to at least three kinds of client communications, including how you write your proposals.

Is it Ever Trustworthy to Go Around Someone to Get to the C-Suite?

Category : Client relationships January 17, 2018

We just led a webinar on how to take a trust-based approach to building C-suite relationships. (We decided in the moment that we should call it the Hirsch and Howe Show.) There was a great question asked that we didn’t have time to adequately address, so we’re taking a moment to share our thoughts here.

Financial Advisorship: The Key to Restoring Lost Client Confidence

Category : Client relationships, Leading with trust, Trusted advisorship November 6, 2014

While trust is important to every professional relationship, in the troubled world of financial advice it’s never mattered more. It really doesn’t matter how well a portfolio performs, if your client doubts your sincerity or questions your true intentions the relationship is doomed.

How to build trust with your customers – seven practices every small business owner should embrace

Category : Client relationships, Trusted advisorship January 18, 2014

The bottom line: Demonstrating that you are a trustworthy small business starts long before you land the job and continues long after the job is done. It also requires seven key practices, all with “big” mindsets behind them. Which practice are you most inspired to put in place, starting now?

Read More... Building trust in small businesses

The trust equation – four essential factors for building trust with sophisticated buyers part 2

Category : Client relationships, Sales and BD Mastery, Trusted advisorship August 20, 2013

In Part 1 of Four Essential Factors for Building Trust with Sophisticated Buyers, I suggested that even though trust-based selling is far from formulaic, it helps to approach it with a formula in your back pocket: the trust equation.

An unconventional client retention strategy

Category : Client relationships, Consulting September 19, 2012

Most people usually don’t think of empathy as having much business value. In fact, you might think if you start empathizing with your clients, you’ll lose your edge; you’ll appear “soft;” you’ll lose business. Here’s a compelling story* about a global firm that turned that conventional wisdom on its ear and transformed a big loss into a big win.

Read More... client retention empathy Empathy and client relationships risky The business value of empathy Trusted Advisor Fieldbook

Make a lasting impression one auto-reply at a time

Category : Client relationships August 21, 2012

I lead workshops in different parts of the world that can consume me for days at a time. Heaps of work emails pile up in the meantime. And because I’m slightly obsessive about being responsive, I believe in using auto-replies. A few months ago I started experimenting with unique and sometimes quirky ones (for me). Little did I know they would cause quite a stir.

Story Time: want a relationship breakthrough? Role-play your client.

Category : Client relationships August 20, 2012

Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story proved that good intentions won’t keep you from screwing up. Today’s story highlights the business value of taking time to see the world from another’s perspective.

Story Time: good intentions won’t keep you from screwing up

Category : Client relationships, Trusted advisorship July 25, 2012

Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story told of innovation, trust, and the freedom to fail. Today’s anecdote zeroes in on the importance of living the trust principles all the time.

Read More... Ian Brodie marketing and sales advice The Trusted Advisor Fieldbook

Humility is overrated: 7 tips for being your own best PR person

Category : Client relationships July 17, 2012

I can easily preach to my clients that it’s a disservice not to sell—that it’s part of our professional obligation to be of service. Apparently though, I have a problem practicing what I preach when it comes to selling myself—being assertive about calling attention to who I am and what I contribute. Just the other day I was admonished by a colleague (in a very nice way) for being reluctant to send a promotional email to a list of favorite clients. His exact words were, “Don’t waste another moment on worrying about it being too commercial; it is not too commercial, it is very well stated, and it is a service to all of your readers. So, stop that now!”