When business developers show me their client and prospect lists, if they are working in a business to business environment, I am typically presented with lists of company names. A few months later when we revisit the lists, invariably a few companies have been added and a few removed. The focus on companies not people… Read more…
When rapport is more than a chat over coffee
When I introduce the subject of rapport to clients I sometimes get the response “It’s OK, I get on fine with people” and a look that says “no need to cover that, let’s move on”. Well not so quick! People often think of rapport as simply the ability to interact socially with people. Whilst social… Read more…
Creating Value for Clients and Sponsors
If you want to increase your chances of retaining your partners and clients I highly recommend you focus on helping them to derive value from what you have sold them. Too many people sign partnership agreements, purchase software, take stands at exhibitions, then don’t make the most of the opportunity and complain when they don’t… Read more…
Retaining clients, customers, sponsors and donors
We all have experiences daily as consumers; from purchasing a cup of coffee, to visiting the gym, to paying bills. We tend only to only remember the exceptionally good or exceptionally bad experiences, which we then recount to friends and colleagues. Too often a business will lose our custom, because one aspect of the experience… Read more…
How to service sponsors & clients effectively
Having just run a workshop for the clubs from a major national sporting organisation on the topic of effectively servicing sponsors, I would like to share with you some tips on effective servicing which can be applied to servicing clients, customers, sponsors and donors. The importance of effective servicing The importance is the lifetime $… Read more…
