How 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
Building your client portfolio
Your christmas networking survival guide
The Christmas Party festive networking season is already upon us! In this article, I will be exploring how to make it through Christmas networking in one piece. Last year I wrote 5 good ways to eat, drink, network and be merry this Christmas season. In that article, I suggested: Don’t feel you need to accept every …
When is the right time to become a specialist?
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 …
How to choose what to specialise in (finding your niche)
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 …
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5 secrets to confidently and successfully give clients bad news
How to give clients bad news As a professional advisor, e.g an accountant, lawyer, or consultant, there are always going to be times when you need to give a client some bad news. The challenge is always how to deliver the news in a way which makes you feel confident that you can cope with …
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5 encouraging signs that your business development efforts and marketing plan are working
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 …
6 essential tips to avoid stirring up trouble on social media
Here is my guide to keeping yourself safe from ‘flaming’, and trouble on social media.
The ultimate guide to dealing with difficult or emotional clients
How many times have you thought that your job would be much easier if you didn’t have to deal with difficult or emotional clients? The reality of a client-facing role in the professions is that difficult or emotional clients come as par for the course. I was running a training course on LinkedIn last …
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How to sell litigation and other ‘distressed services’
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 …
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7 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? Wrong! I delegated the job of agreeing dates to my chief organiser, Lisa. …
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