RecognitionHow to Make Your Clients Feel Appreciated

About Me

President & founder of

The Brookeside Group,

the B2B loyalty experts

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INTEGRITY COMPETENCY RECOGNITION PROACTIVITY SAVVY CHEMISTRY

6 Dimensions of Trusted Advisor Relationships

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You do the obvious

1

You go out of your way

2

You get what motivates them

3

You get better for them

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4 Levels of Recognition

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You do the obvious

1

You go out of your way

2

You get what motivates them

3

You get better for them

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4 Levels of Recognition

You do the obvious

• You thank them for a renewal

• Let them know you appreciate them making time for meetings

• You send them a corporate holiday gift (not personalized)

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You do the obvious

1

You go out of your way

2

You get what motivates them

3

You get better for them

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4 Levels of Recognition

You go out of your way

• You congratulate them when their favorite team wins a big game

• You wish them happy birthday (personally)

• You thank them through personalized, thoughtful holiday gifts

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You do the obvious

1

You go out of your way

2

You get what motivates them

3

You get better for them

4

4 Levels of Recognition

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Are they an Achiever, Affiliator or Power person?

Achievers

• Measurable output• Outperform others• Make a unique

contribution• Set new records• Success depends on

effort and ability, not chance

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Affiliators

• Maintain relationships• Be accepted, part of

a team• Enjoy shared activities• Build consensus,

minimize conflict

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Power

• Attain influence over others

• Arouse strong emotions • Acquire a reputation

or position• Have control

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You do the obvious

1

You go out of your way

2

You get what motivates them

3

You get better for them

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4 Levels of Recognition

You get better for them

• You attend conferences, seminars, workshops to learn how you can improve for them

• You learn new technologies because you see the value for them

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You do the obvious

1

You go out of your way

2

You get what motivates them

3

You get better for them

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4 Levels of Recognition

Any questions?www.brookeside.com I thomascates@brookeside.com