33 Tangents - Episode #40 - When To Give A Customer a Little Tough Love
There is a perception that you need to be a “yes person” to have a successful client engagement. In our last episode Jason mentioned that the low barrier to entry in our space is partially responsible for this. In order to have a happy, satisfied client, you need to give them everything that they want, when they want it. In actuality, however, there are times when you need to exercise tough love with a client. This can also be extended to the pre-sales process when dealing with prospects. What forms can tough love take in the context of an engagement or sales? What times require a tough love approach?
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