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You Can’t Even Fool Some of the People Some of the Time

You Can’t Even Fool Some of the People Some of the Time

Of all the useless items I receive, the “newsletter” from the political candidate running for reelection which arrives a week before the vote takes first place for transparent pandering.

Why didn’t I receive some update over the past year or two (or five)? Are you trying to really sway my vote with a “newsletter” just prior to the election date, as if you care about me and are trying to communicate? (Have you ever tried to get a fast response from a politician’s staff, let alone talk to the incumbent?)

The same applies to our consulting work. If you only approach the buyer when there’s a problem, or at the conclusion of the project, you’ve lost all the good will of the initial relationship (when the buyer first “voted” for you). Stay in touch with the buyer in person, by phone, and by email, both on a scheduled and casual basis. Let him or her know that you care, your available, and that you’re responsive.

In our profession, “reelection” is retained business and referral business. If you’re thrown out of office, you’re going to lose all of it. How  hard is it to say in touch on a sincere and frequent basis?

© Alan Weiss 2014

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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