There are few things that connect you to potential clients as powerfully as a Great Story. Great Stories help you build trust fast so you attract more and better business, and close it faster. And yet, in their efforts to tell stories, most people get it wrong. Here's how to take your business development stories from zero to hero.
With vaccine rollout in full swing, is it OK to talk about getting back to business? The people hardest hit by the shutdown are the ones for whom recovery is most important. When your business thrives, everyone benefits. Your clients. Your employees. Even those who lost their jobs in the shutdown and now need new […]
A great team doesn't guarantee great customer experiences. It's not that they don't care. "Greatness" is defined in terms of the team. The customer experience should come first.
Improving your client's business is a great outcome. Speed the selection process as well and your clients will thank you with less haggling and more loyalty. It all starts with seeing your firm the way your clients see your firm.
Think like your Best Clients and get a dopamine hit.
Dopamine is a neurotransmitter. The reward center in your brain releases dopamine in response to pleasurable experiences. It is closely linked to motivation. Dopamine helps us strive, focus, and find things interesting.
When you deliver on a challenging project for a client, you feel good because your body releases dopamine as a reward.
Struggle with differentiating your firm when others look and sound like you? Please, stop telling me how you are "different." Trust me, I speak for your clients. We don't care. A little background. Topic at my #ProVisors meeting today was telling Financial Advisors apart. It was a good presentation and by traditional standards they did […]
Seizing business opportunities in the current climate of unknowns requires courage. That is, unless you have confidence in your new priorities.
If your firm's top rainmaker got COVID or walked out the door, would your firm survive? While lead generation and content marketing programs are attempts at creating a repeatable process, they don't replace your rainmaker.
An investment advisor took a piece of lunchtime advice from me, and closed a $10 million client. A few days later news of a Stanford study on negotiation landed in my inbox echoing the same themes.
"What will it cost?" is the question lawyers, consultants, and financial professionals dread the most. Here's an approach that will help you close more business at higher rates.
The first thing you must do is break the bond between billable hours and impact on the client's business. (You can still charge by the hour if you wish.)
