Paul Collins, November 2007

Once again my attention has been caught by John Doerr of Wellesley Hills Group and a series of his articles published at RainToday.com. In this series with the catchy title '10 Things I Hate About You', John addresses a vital issue for the equity growth of consulting firms...how to avoid the pitfalls of sales hatred and develop new clients at the same time as growing old ones. Follow his advice and you won't get these top 10 reactions to your sales approaches, commonly cited by purchasers of professional services:

Did not listen to me
Did not understand my needs
Did not respond to my requests and correspondences in a timely manner
Did not convince me of the value I would receive from using his/her services
Did not craft a compelling solution to my needs
Talked too much
Had no personal chemistry with me
Was overzealous in trying to win my business
Seemed to lack enthusiasm for winning my business
Lacked professionalism

Read the full series of articles - '10 Things I Hate About You',

John Doerr is a Principal of the Wellesley Hills Group, a consulting and marketing services firm that helps service companies to grow. He is also the Co-Founder of RainToday.com, a premier online source for insight, advice, and tools for service business rainmakers, marketers, and leaders. John can be reached at jdoerr@whillsgroup.com.

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