The 3 most likely reasons why your leads are not converting
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The 3 most likely reasons why your leads are not converting

ByHeather Townsend

Do you find that you have good conversations with prospects which never quite seem to lead to paid work? You are not alone! This is one of the most common challenges professional advisors have with their business development. Particularly when they are new to business development. In this article I explore the 3 most common…

Buying signals: How to recognise them and swiftly close the sale
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Buying signals: How to recognise them and swiftly close the sale

ByHeather Townsend

How do you know when a client is thinking of buying your services? They start to give off buying signals. This blog post answers the question, what are buying signals? Then, when you recognise a buying signal how to progress the sale swiftly to a conclusion with your potential client. What are buying signals Before I…

How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?
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How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?

ByHeather Townsend

My client made a very successful presentation at a seminar. As always with these things, lots of people came up to talk to her afterwards. In fact, there was someone who was in a position to give her real work and who was really interested in her work and methodology. Is this a lead? No. Is…

How to sell litigation and other ‘distressed services’
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How to sell litigation and other ‘distressed services’

ByHeather Townsend

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…

7 probable reasons why your potential client is not returning your call
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7 probable reasons why your potential client is not returning your call

ByHeather Townsend

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….

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

ByHeather Townsend

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…

6 big clues to help you identify and stop wasting time on tyre-kickers
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6 big clues to help you identify and stop wasting time on tyre-kickers

ByHeather Townsend

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…

How to overcome the challenge of selling yourself when going from industry into practice
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How to overcome the challenge of selling yourself when going from industry into practice

ByHeather Townsend

Going from industry into practice as a junior partner, director, senior associate or partner-designate can be a good way of making partner. As with all the routes to making partner, this one has its challenges and its benefits. The biggest challenge with this route is the fact that you may not have had to sell…

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