For many businesses clients and customers are targets for product announcements and future purchases. While we could debate whether this mindset is good or bad, for this post let's keep “good” and “bad” out of it. Rather let's approach the conversation from this viewpoint – if a business views it's clients and customers merely as targets to be sold to, that business is missing out big time.
As a consultant, a false and dangerous idea for me is to think that I have all the answers for my clients though they have none for me. This could not be further from the truth. In fact there is a metric ton that I can learn from my clients, and I don't mean simply how to sell them on more products and services. [Read more…]