Heather Townsend

Heather Townsend is the global expert on what it takes to make partner. She is the best-selling author of 5 books, including 'How To Make Partner And Still Have A Life' (co-written with Jo Larbie), 'Poised for partnership', 'The Go-To Expert' and 'The Financial Times Guide To Business Networking'.

How to win clients via networking without having to network

One of the many benefits of having two business coaches within our company is that occasionally we swap clients. (With the client’s full permission). We have found that sometimes it’s useful for our clients to hear (very often the same thing) it from a different person, who has a different slant on the problem. Anyway, …

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4 tips to help you when you are intimidated by a large room of people

From an early stage in your career you have to endure a firm of professional torture. The conference, the seminar… the informal networking time…. Despite your protestations, you are repeatedly told that ‘networking’ is an essential skill for any professional, and vital if you are going to increase your profile and get your name out …

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What do you do if a potential client asks you to lower your fees?

Twice in the last two weeks I have been asked to drop my fees. And both times I’ve said no, even though I know that I will probably  win the work if I lower my fees. Am I mad? Arrogant? Misguided? Or I am just naïve in my negotiation tactics around fees? Actually, this is …

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6 clues to help you identify and stop wasting time on clients who will never sign up

Tyre-kickers. Not a particularly nice word, which is often used to describe prospects who don’t want to buy your service. Let’s be honest, we’ve all been tyre-kickers at some point, and we’ve all experienced tyre-kickers wasting our time. You know and I know, that your business development time is very limited. Whilst you still have …

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Be honest with potential prospects – a cautionary tale!

From time to time, I get asked if I am interested in accepting adverts on my two blogs. However, because none of the advertising companies that have approached me have been prepared to adopt a ‘principled selling approach’, I’ve never said yes, to what effectively is ‘free money’ for me. Today was one of those …

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Who currently services your target clients?

I’m going to ask you some potentially tough questions now… 1) have you identified a target list of clients you would love to act for? 2) do you know who acts for them now? 3) do you have a relationship with any key decision makers in those businesses? 4) do you know why you should …

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How do I follow up without p*ssing my potential client off?

No word of a lie, word-for-word, this was what greeted me in a recent e-mail from my client. It’s a question I pondered for literally years until I spent some time working with Jon, my business partner, and former sales trainer for BP. Typically most potential clients are not yet ready to buy on their …

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7 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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8 ways to help prospective clients sign up quicker – Part 2

Continued from yesterday: 5. Don’t solve their problems before they buy This one sounds strange, because surely we should be proving our worth before our clients buy? So, helping them to take action and commit to working with us. Actually no, very often if we solve our potential client’s problems before they commit to working …

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