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Metaphorically Selling
by Anne Miller

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Read Meryl's Review

The business-to-business (B2B) environment has little in common with the business-to-consumer environment (B2C), especially the sales process. Guest writer Andrew Paulsen digs through smart B2B prospecting by creating a target list in the first of a two-part feature.

While an email newsletter with information helps your clients solve everyday challenges, it's not the only way to stay connected with them. I love the story of how a salesperson went the extra mile in surprising his customer. Read about it in "Keeping the love connection with clients."

We deal with annoying colleagues and challenging clients. I've yet to meet a person who hasn't been through this situation. A reader asks if he should hold onto a pesky client just to have the business. Would you? What problems or challenges are you dealing with? The readers love to help, and we don't publish your name, so send in your question and it may appear in the next issue. For those of you I haven't heard from, maybe you should tell us your secret for not having challenges.

Even if your work life is fairly challenge-free, you’re probably not immune to computer challenges. My computer recently decided to take a vacation during spring break, even though I didn't take one. I had a backup system in place, but it failed, too. I spent the whole week fixing the darn thing and recovered everything — thankfully. So what next? I’ve invested in shared storage that connects to the network rather than my computer. Data will live there instead of on my computer. It's amazing that computers continue to defy us even between my husband's hardware knowledge and my software knowledge.

I value hearing from you. What can I do to entice you to write in? I've followed your past advice: offer short surveys and prizes. What can I do better so I can hear from you? You can get help with your newsletter or just test the waters with a complimentary newsletter prototype.

Texanly yours,

Meryl
Editor, eNJ

Keeping the love connection with clients

— Mark, Owner

I provided services for a client once, and it was not a fun experience because he didn’t communicate his needs. But I learned my lesson. The next time he requested my services, I asked more questions. Then, I quoted on the high end and figured that if he agreed, I could pay some bills. If he didn't, no biggie.

If only it were that simple! Instead of agreeing to my bid, he came back with a profit-sharing proposal. I left it at that and didn’t respond. However, the experience has made me think about troublemaker clients, and I’m curious about other experiences readers have had. Should I take the good (the dollars) with the bad (the client)? How have others dealt with pesky clients?

— Jackson, Services Manager