Selling Human Resources services is easy – it’s all about adding value Note: Although this article discusses the HR function it applies equally to other corporate services. Within most corporate environments there is a focus on achieving tangible financial results. Companies – and executives – either thrive or suffer as a result of monthly or […]
A Christmas classic: Yes, Virginia there is a Santa Claus.
This classic was written in 1897 by Francis P. Church, veteran editor of the now-defunct The New York Sun newspaper. He wrote in response to the following letter: Dear Editor: I am 8 years old. Some of my little friends say there is no Santa Claus. Papa says, ‘If you see it in The Sun, […]
Don’t make this mistake with your Christmas message to clients
This generic Christmas message was sent from a mortgage broker we used a few years ago. The main problem with it is that the broker never keeps in touch, and then sends this sort of message that doesn’t even include her name. Leaving me (as the client) to guess it was from her. There was […]
5 tips for an effective reciprocal referral system
Everyone loves getting referrals. They are usually the easiest type of sales opportunity to convert into a paying client. It’s no wonder the idea of having a referral system is very popular. When referrals are made correctly the referred party is primed to be responsive to what you have to offer. And setting up a […]
How to make people trust you
Research into technology brands by Forrester has shown that: High complexity equals low trust. Late-adopters (risk averse) are less likely to trust brands than early-adopters (risk tolerant). These findings have relevance for developing trust-based relationships with clients. High complexity = low trust The bottom line is that to create trust you need to be focused […]