- This is not a product business; this is a solutions business.
- Complacency is a four-letter word. The day I'm satisfied with my results is the day I no longer sustain growth.
- Believe in what you do. I adamantly believe the services and solutions I provide my clients make a difference; I'm the subject matter expert and they look to me to have the answers. If I don't believe I bring value, my client won't believe it either.
- Technology is valuable, but people are priceless. A great team is the driver for great results.
- Accountability solidifies the relationship. Bring solutions, not excuses.
- Always have contingency plans. It's easy to demonstrate excellence when all goes as planned, but it's how we adjust and pivot when issues arise that makes the difference.
- In order to bring viable solutions to the table for my client, I move to their side of the table as an extension of their efforts.
- Ultimate results depend on the person-to-person connection. Make sure you know the people who are out there representing you and how they come across to the client's employees.
- Never assume the client truly understands your business. Make sure a critical path is outlined and manage expectations.
- At the end of the day, it's about the client, and when I meet their expectations and needs, then I've succeeded.
From the June 2010 issue of Benefits Selling Magazine • Subscribe!
