Читать книгу Never Say Sell - Tom McMakin - Страница 62

The first challenge to expanding our relationship with a client is that the language we learned as hunters doesn't serve us well in the world of farming. Both hunting and farming bring in new revenues, but this fact masks other, more profound differences. The seven elements describe how clients come to know us, understand what we do, and ultimately engage our services. That description, however, is not helpful as we think about how to expand our mandates with current clients. It is not enough that, as professionals, we weren't trained in business development; now we learn that what we know about landing new clients bears little resemblance to the skillset needed to grow that client.