This tip is all about how to win more work by understanding a trait of human nature, remembering a simple reality of work, and taking an easy approach via email that I learned from Ian Brodie in the UK. It’s Human Nature I’m quite able to forget things, we all are. It may have something to do […]
This morning, something unusual happened. I got an unsolicited phone call from a professional service provider I used two years ago, enquiring how things were going and whether there was anything they could do for me. Nice. Given how often that happens, which is almost never – I mean, when did you last get a friendly […]
You’re a professional, meeting a potential client who’s interested in what you can do for them. The meeting is going along nicely. The client seems keen on your ideas, you feel confident they’re going to say, ‘yes’, and it’s time to discuss specifics. “So, what’s the price?” asks your potential client. You tell them and […]
I’m not much of a gardener. I can start with great enthusiasm, weeding the soil, planting the veggies and even giving them the first water. But there have been times when, after putting in all that effort, I’ve let the garden wilt. Starting is easy, cultivating to maturity isn’t. It’s the same with contacts and […]
If you want to influence someone, an internal or external client or stakeholder, it’s important to focus on their client needs. However, there’s a big difference between the first need in the discussion and the last. If you don’t distinguish between them, you won’t be able to influence successfully. Let me explain. Too often, I’ve […]
In my consulting (face-to-face) work, which includes helping lawyers and other skilled professionals and consultants with business development, I sometimes get told, “Rob, I don’t sell. It’s just not appropriate. I’m a technical specialist.“ After a while, I realised that what they generally mean is they don’t want to be seen as pushy or like a […]
You want to succeed with a new prospect and hopefully turn them into a paying client. So, you’ve organised a client meeting with them and they’re currently expressing an initial need to you. Wonderful. In a moment, I’m going to suggest a question you should use that will be like using a can opener to […]
You’re working hard to find and win new clients for your business. Fantastic…but let me explain how they make decisions and how you can influence that. We all like to know what’s going on and why – it’s human nature. Say someone knocks at your door. If you open the door and see someone you don’t […]
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