Clients, Sales & Recent Changes in Conducting Business

As we think about handling client calls and sales during change, I encourage you to instead position that thought, or those thoughts, as engaging with clients/members and sales respectfully moving forward.

These tips will be useful now, and in the future, and when our mindset is about moving ahead, versus how we are in change. We think of change as a chance to adjust or direct (people are getting tired of “pivot” and “shift”) our attention toward the opportunity, and not the circumstance.

In this approach, when you focus on the following, you will likely be geared toward the relationship rather than the sale, and therefore, will find more comes from the experiences than “just” a deal:

• Ways to communicate.

• When to share what and how.

• Addressing sales/asks.

• How to handle difficult conversations.

Ways to communicate include website updates, email (creative, and varied in approach and themes, and yet with similar branding, and tone), telephone calls, texts, social media (posts and live) and. yes, hosting of calls, video sessions, webinars, panels, or in-person meetings.

Still, how do you know what to use, and when?

Keep in mind that trust is the foundation and the umbrella on each and every relationship, so ensure you LET trust be the focus first through these three aspects of building a trusting relationship (these were covered in a previous TBBW article):

• L—Logic, we want to know how something progressed or how a situation evolved – give us the facts, and then share with…

• E—Empathy, as the feelings side of trust means you are considering someone else and his/her perspective with respect, and, finally, be … 

• T—Transparent, while we may not want to know everything about you, we want to know you’re real and approachable, humble and honest, proud and aware.

As you communicate, consider your frequency and your tone. For frequency, personalize that based on your clients’ preferences learned through that asking. Do not automatically add people to your lists or communication. Checking in is not only a good step in communication, but it is also a professional courtesy, and I dare say expectation. Once you know the frequency, personalize those messages, and mindfully choose what fits your messaging, values, mission and brand. No matter what, stay positive.

Get, be and stay mindful of the recipient of the information. Stay focused on that person. Simply, don’t start conversations in any format with the word “I.” Instead, make your first words provide context. I call this “Starting with the basics to move beyond a basic exchange”. Using these words provides context:

• B—Because.

• A—Appreciating/Respecting.

• S—Since.

• I—In order to.

• C—Considering.

• S—Smile (we sense your mood through the message).

Beginning with one of the basics means you elaborate first, and ask or tell/compel second. An example is: Because we have not been able to meet in person, would you prefer we have a video meeting and a telephone call each month, or both sessions as video meetings?

You are giving the reason for the inquiry before the inquiry (and you will be offering choices, which is another tip for communication).

When we focus on what is best, and not being right, we get the best results for the best outcomes, and have the best chance for repeat business!

Through it all, clients, communication and sales, it takes a desire to connect, dedication to caring about people and situations, and approaches that garner trust and business partnerships. With these tools and your passion, I wish you the best in engaging with clients/members and sales respectfully moving forward. 

Debbie Lundberg is the founder of her Florida-based firm, Presenting Powerfully, where the focus is reversing the “slobification” of America with effective communication, professional behaviors and thriving relationships. This happens through four offerings: keynotes and talks, strategy and facilitation, teaming and training, and consulting and executive presence coaching. Additionally, Lundberg co-hosts “The Business Of Life Master Class Podcast.” A published author, certified life coach, certified leadership coach and certified image consultant, Lundberg’s latest book, Remote Work Rockstar: How to Work and Lead Successfully in a Virtual Environment, was released in May and is available through LuLu Press ( or directly via her website, 

You May Also Like

Ask the Experts: Am I too pushy?

Dear Jim,  How many follow-ups are too many follow-ups, too many? I’m under pressure to get answers from prospects before moving on, but sometimes I can feel the irritation in

Navigating the Waves of Change: The Silver Tsunami’s Impact on Real Estate and Elder Care

The demographic landscape is undergoing a seismic shift as baby boomers reach retirement age—often called the “Silver Tsunami.” As of the 2020 census, one in six people in the United

Navigating the Waves of Change: The Silver Tsunami’s Impact on Real Estate and Elder Care
Avoid These 4 Common Investing Mistakes People Make in a Slow Economy

You probably remember hearing all about the Titanic in great detail during history class. You might remember how this ship was described as the epitome of luxury and had been

Avoid These 4 Common Investing Mistakes People Make in a Slow Economy by Dr. David Phelps
Where ‘Smart’ Money Is Going As the Economy Declines

Despite most TV pundits loudly proclaiming over the last few years that the US economy is strong, inflation is just transitory, and capital is plentiful, they’ve finally started to admit

Where ‘Smart’ Money Is Going As the Economy Declines - Dr. David Phelps

Other Posts

Ask the Experts: Beware of the underdog

Underdogs are highly regarded, and celebrated, throughout history and sports. Think JK Rowling, Robin Hood and King Arthur. The “Cinderella team”— Miracle on Ice.  Underdogs are legendary because they defy

Ask Debbie Lundberg: Out of office, out of mind

Dear Debbie,  Can you help with some Out of Office (OOO) coaching? I recently took some time off from work, but I always try to be available for urgent matters

Ask the Experts: Selling in an AI World

In case you haven’t noticed, a shift in the profession of selling is underway. This shift – the digital empowerment of buyers – has been rumbling for a while but,

What are your sales forecasts this year?

By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find,