I had the very good fortune to work with Adrienne when she consulted for our medical practice. She is razor-sharp, on top of her field, connected and pulls no punches. I learned a lot in a short amount of time and Adrienne was always willing to share knowledge in whatever level of detail necessary. 

Tom Murphy, IBMC


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The Courtship and the Honeymoon

by in Business Marketing
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The Courtship and the Honeymoon

Have you ever considered that prospecting and servicing clients are very similar to a courtship and honeymoon?

During the “courtship,” everything is hunky-dory.  Lots of smiles, returned phone calls, emails and texts.

There’s something else, however: there’s the rose-colored assumption that you’ll be able to change a few undesirable qualities of the prospect, once he or she becomes a client.

I don’t think so.  

If the first question during the early interviews is “How much?” that question is going to continue to override whatever you present.  If there’s a question that resembles, “What guarantees come with your work,” you’re going to be on the defensive continually.

The list goes on and on.  Ignore these telling details in the interest of signing on a new client, and you might be very sorry later.

Well, the prospect has passed your inspections (as you have theirs) and is now a client.  You’re dancing together to the same tune.  Prompt returned phone calls, emails and texts.  Everyone loves one another.

Then something happens: you acquire another client.  Another dance has begun, but what has happened to the client who was new just a few weeks ago?  He’s now an “old client.”

Boy, does this happen often!  It amazes me how quickly attention spans change.  And here’s the punchline: for decades the single biggest reason that companies have changed vendors is Lack of Attention.  Not price, Folks, Lack of Attention.

Suddenly the client feels neglected, yet can’t define what went wrong.  Perhaps you’ve assigned someone else, after they’ve gotten used to working with an earlier company representative.

Then The Call comes.  “Look, we’re going to go with Company B.  We think they’re going to give us a better deal.”  Maybe they don’t even give you the courtesy of a call.  They email you, because they’re ticked off.

The thing is, it’s not about pricing or inclusions.  It’s about the emotions of feeling dismissed and relegated to someone else, after there was a good relationship developing.

Lack of Attention:  remember that “ideal” client of the last blog?  If she’s so ideal, what’s the chance you’re taking her for granted?  If so, you’re a sitting duck for your competition to call on her and promise the sun, the moon and the stars.

You got through the courtship.  You proposed and they accepted.   Now it’s time to cherish this new client as potentially long-term and act accordingly.



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(Since this price is not yet on our website, call us at 970/282-1150 or email to azoble@azobleassoc.com.  No texting, please.)

Summer is singularly the most effective time of the year to market.  Make the most of the beautiful weather!



Adrienne was a New Jersey public speaker and business expert for over THIRTY years. Now she’s a marketing and referral consultant. Denver and Northern Colorado have depended on her since her arrival here over 12 years ago.

Consulting and speaking to business owners and executives of growing businesses throughout the United States since 1977, Adrienne Zoble has guided companies toward marketing strategies that help them work smart, not hard.