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.
Blog
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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7 simple ways to get more value from your clients without having to upsell them a thing
I was with a client recently who has managed to win some business from well known darling of the UK high street. The problem is that whilst it is a great client to have, my client was told that they are very unlikely to get a much bigger slice of the company’s legal work. You …
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How my recent cycling trip can make it easier for you to build your own practice
In this short article I explain how you can make the seemingly impossible task of building a partner-sized client portfolio more manageable. It was the final stretch at the end of an exhausting bike ride. I’d already clocked up 10 miles of hilly off-road riding. Before I could make it back home, I knew I …
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9 tried and tested tips to keep the faith with your business development efforts. (Part 2)
I’m sure we’ve all been in that stomach-churning position of wondering just exactly where you next new decent client is coming from. Or whether you are taking a leap of faith to start to win your own clients. It’s truly gut-wrenching, particularly when you have been actively getting your name out there and supposedly doing …
9 tried and tested tips to keep the faith with your business development efforts. (Part 1)
I’m sure we’ve all been in that stomach-churning position of wondering just exactly where you next new decent client is coming from. Or whether you are taking a leap of faith to start to win your own clients. It’s truly gut-wrenching, particularly when you have been actively getting your name out there and supposedly doing …
How do I follow up without p*ssing off my potential client?
When you are waiting on a new client or lead to say ‘yes’, it can be a tense time. Are they serious? Have you won the work? Do you have the resources for the work? Will they answer your calls or emails? That’s the problem. You know you need to follow up, but what is …
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6 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 that should ring alarm bells that you are dealing with a tyre kicker. After all, they don’t usually have a big sign …
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