Tips for getting business referrals I’ve written several articles about how you can use social media to boost your reputation and generate referrals. However, just like your physical image, your online image needs tending and careful grooming. What does your online footprint say about you? Are you aware of how much attention it receives? How much …
This cautionary tale will make you consider your online footprint Read More »
Referral Generation Tip: It was an innocent enough situation, and one which could have easily spiralled out of control. It also was a situation which illustrated why so many of us fail with our referral generation. In this blog post I will explain all, but also give you some ideas on how to maximise the number …
Are you making this mistake which is stopping your network from sending you referrals? Read More »
When should I specialise? The challenge for any lawyer, accountant or consultant in practice is when to specialise. (Not if they need to!) Do it too soon and you don’t get the broad base of technical and commercial skills you need. Do it too late and you will struggle to build your own practice. The …
Building your own practice often means you need to be known for something in particular. This ‘something’ is often referred to as a ‘niche’. In today’s marketplace it is very difficult to make make partner as a generalist. In this article, based on an extract from Poised for Partnership, we explore how to find your …
How to choose what to specialise in (finding your niche) Read More »
When you start a marketing plan, clients don’t normally fall out of thin air. Nor will every meeting instantly turn into a golden relationship. When accountants or lawyers are marketing, it takes time to build your brand, form strong introducer relationships, and generate awareness within the internal and external marketplaces. The early days of marketing …
Litigation is impossible to sell. After all you can’t just pick up a phone and cold call a prospect to see if they have a dispute and need your services. Nor do most rational people want to be a situation where they are in a dispute with someone. So therefore, how DO you sell your …
How to sell litigation and other ‘distressed services’ Read More »
Last week I was helping a group of consultants start the process of winning their own new clients. Many of the consultants, similar to most accountants and lawyers, had a mental block with the word selling and the ‘ra-ra’ element of starting to market themselves. (The ‘ra-ra’ is their words not mine). After all, most …
9 excellent ways to truly understand what your clients will want to buy Read More »
The top rainmakers tend to be talking with prospects before they are ready to buy. This is because the earlier you can get to a client, the more likely you will be the one they trust to help them solve their problems. However, to do this, you need to understand what they are thinking, and …
5 essentials you need to discover about your clients to get them flocking to your door Read More »
A few months ago I was helping a group of consultants put together their personal marketing kit. Despite most of the consultants handling client portfolios worth over £1 million, they almost all suffered with the curse of professionalism, which was stopping them taking the next step in their career. In this blog post I identify …
Is the curse of professionalism limiting your career progression? Read More »
When people ask me what are the most important chapters in the Go-To Expert, I point them to chapter 3, 4 and 5. I.e. the part of the book where I talk about packaging your brand to make you irresistible to potential clients. Sadly, this part of business development is often missed out by accountants, …
How to make a strong impactful online presence – without spending your whole life online Read More »
