Courting Business

Own Up!

When a prospect or client complains about something, what is your typical response?

Does what you say sound like this: “You’re right. That other department is really screwed up”?

Or do you acknowledge what you heard with a “thank you” and then “own” the situation by telling the person what you can do about the situation?

Successful courtship-focused rainmakers go above and beyond by owning complaints rather than closing their eyes to them. They interpret constructive criticism as feedback for bettering themselves and their organizations.

Rainmakers know how to convert complaints into opportunities. They do so by either resolving the problem or creating a new system to prevent the situation that caused the client to complain from occurring ...