Business Development Clinic: How can I increase my success rate in sales...
Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match...
View ArticleBusiness Development Clinic: What’s the best way to turn a client’s need into...
For most professionals, our biggest competitor is not the firm down the road, it’s actually a client’s inertia or belief that they can do what they need to do without your services. I.e. you and they...
View Article4 different types of sales questions which will turn you into the firm’s...
In this blog post, fresh after talking about how to use your personality to convert more sales, Jon Baker explains the different types of sales questions for accountants (as well as lawyers and...
View Article6 big clues to help you identify and stop wasting time on tyre-kickers
Tyre-kickers. Not a particularly nice word, and often used to describe prospects who don’t want to buy your service, or the upsell from your marketing activity. In this post I’ll give you six signs...
View Article7 probable reasons why your potential client is not returning your call
It was all going so well. In fact, as it turned out too well… All I needed to do was agree dates with the client for a series of workshops worth nearly £10k to us. That should be the easy part? Right?...
View ArticleHow to build rapport with prospects during the sales process
Client service tip: How to build up rapport with important clients and why not to use mirroring and matching as a technique to build up rapport The post How to build rapport with prospects during the...
View ArticleHow to convert a prospect into a warm, pre-qualified lead who is ready to buy...
My client made a very successful presentation at a seminar. As always with these things, lots of people came up to talk to her afterwards. In fact, there was someone who was in a position to give her...
View ArticleBuying signals: How to recognise them and swiftly close the sale
How do you know when a client is thinking of buying your services? They start to give off buying signals. This blog post answers the question, what are buying signals? Then, when you recognise a buying...
View ArticleThe 3 most likely reasons why your leads are not converting
Do you find that you have good conversations with prospects which never quite seem to lead to paid work? You are not alone! This is one of the most common challenges professional advisors have with...
View ArticleHow to differentiate and make your firm stand out when you sell a commodity...
In the absence of differentiation, price is the ultimate deciding factor. It’s a painful truth to accept, but that is often what ends up happening with commodity sellers. Nobody wants that, nobody...
View Article
