If someone could wave a magic wand, one of my three wishes would be that potential clients would turn up cheque book in hand asking me where to sign and when to start. I’d then have to spend less time wooing them and helping them through the process of getting to the all important signing our engagement letter… Back to the real world!
I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have a Life. I’m the leading global expert in what it takes to move from senior fee earner to partner . Here are 5 ways to work with me.
Wouldn’t it be nice if more clients said yes sooner in the sales process? Here are 8 ways in which you can make that happen:
1. Warm referrals
I know, I’ve cheated a little with this one as you have to rely more on others to help you with this one. However, people who have been sent your way by a strong recommendation or glowing trusted testimonial are far more likely to buy quicker from you. Have a look through your client list. Who, on this list, is always very vocal in their praise for you and your services? How about next time you speak to them, you ask for some personal recommendations to people they know who could use your services?
2. What’s their motivation and agenda?
We are often too wrapped up in our own agenda that we don’t listen to what the potential client is really telling us. We think we know what they require, and why they need this. Very often, we are wrong and making assumptions. If you know your potential client’s agenda – and what ‘hits’ they are taking personally by not solving their problems, you have a far easier job of uncovering your potential clients real motivation to buy.
3. Develop a reputation as a specialist
When prospective clients decide to buy from you they are normally placing a large amount of trust in your hands. Consequently, they don’t just want ‘anyone’ to work on their affairs; they want someone who they trust is an expert at what they do.
I am in a very privileged position as the writer of the award-winning ‘The Financial Times Guide To Business Networking’. As an industry acknowledged expert in joined up networking, due to this book, I very often get prospects ringing me up wanting to work with me because I wrote the book. You don’t need to write a book to generate a reputation as a specialist, however, regularly blogging about your subject, getting good testimonials from clients published
4. Follow up
Very often the act of following up with a prospective client helps you to flush out any unstated objections to buying your services. The sooner you can find out what are the barriers or hurdles to buying your services, the sooner you can remove these in the mind of your client. Make sure you have permission to follow up with your potential client.
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I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have a Life. I’m the leading global expert in what it takes to move from senior fee earner to partner . Here are 5 ways to work with me.
