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 Importance of Engagement

by in Business Marketing
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The Importance of Engagement

Several weeks ago I met with the wife of a client.

We had had a few meetings with the husband and the office manager, but the wife hadn’t attended, which was fine, because she intimidated me.  I sensed she resented my having been hired by her husband, believing they were doing fine with their marketing without me, thank you very much.

On this day, however, the husband couldn’t attend, so his wife joined the office manager and me.  As she sat down, she said, “I’ll only be able to stay for a half-hour; I’ve got a lot on my plate today.”

As it turned out, she stayed for the entire hour, fully participating and taking copious notes.  She was very receptive, and I left feeling very good about the meeting and very differently about her.

I heard from the husband the next day.  “My wife thinks you walk on water; you know, I deliberately stayed away from that meeting, so that she would have to attend in my place.  Man, she was raving about you!”

That’s engagement.

How often have you met repeatedly with clients or customers, only to learn too late that you didn’t impress the person who does the hiring, signs the checks, approves the renewals, whatever?  Without the engagement of that individual, your tenure is in jeopardy.

It’s all too easy for someone who hasn’t witnessed you in action to poo-poo what you do.  It’s even easier for that person to convince others you’re no longer necessary, that the money they’re paying you is a waste.

So . . . when you begin to work with a company, learn upfront who the important players are.  Ensure they’re present at least some of the time.  

Engage them!

If you work with husbands and wives, be sure they’re together in the same room at the same time.  Couples are brilliant at deferring to the other: “well, you sound good; but I’ll have to speak to my husband.”

Or, “I’ll talk to my wife.  She’s the one who writes the checks.”  You might even be speaking to the decision-maker, who lies just to get you to go away.  If you don’t engage both of them at the same time, you’re probably not going to close.

Remember, people buy based on confidence, comfort level and trust.  These emotions have to be experienced by all of the key players, in order for you to succeed.

As we head into fourth quarter, it’s time to prepare a Marketing Plan for the rest of this year and for the next.  Be sure your Marketing Plan includes your Schmoozing Schedule. 

It’s not too late to prepare a Schmoozing Marketing Plan that integrates your Schmoozing Calendar.    



Our “Do-able Marketing Plan” workbook is $59.95 (the e-version is $39.95). 


Our e-Schmoozing Calendar, which presents ideas that are good all-year long, is $7.95. 

Order them both for a package price of $61.95.  
(Since this price is not on our website, call us at 970/282-1150 or email to azoble@azobleassoc.com.  No texting, please.)

The holidays are coming, and it’s all too easy to become distracted. 

Your business doesn’t stop, however, and your marketing shouldn’t either.  Take advantage of these resources to keep your business healthy and strong.    

On another note, we’re considering the creation of a “Schmoozing Handbook.”  We would welcome all input and your show of interest in purchasing such a product. Click Here to fill out our survey. (For informational purposes only.)


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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.