market intelligence

9 excellent ways to truly understand what your clients will want to buy

Last week I was helping a group of consultants start the process of winning their own new clients. Many of the consultants, similar to most accountants and lawyers, had a mental block with the word selling and the ‘ra-ra’ element of starting to market themselves. (The ‘ra-ra’ is their words not mine). After all, most …

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5 essentials you need to discover about your clients to get them flocking to your door

The top rainmakers tend to be talking with prospects before they are ready to buy. This is because the earlier you can get to a client, the more likely you will be the one they trust to help them solve their problems. However, to do this, you need to understand what they are thinking, and …

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The class tart stole my prospect

Have you ever been working on a prospect and found that somebody else “stole them”? What might make it more annoying is when you realise who stole it and know that they don’t deserve that sale, they’re not as good as you and they display all the wrong behaviours? Does that feel really annoying? In fact …

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being professional

5 ways to tweet your way to referral success

To tweet or not to tweet, that is the question? With apologies to Shakespeare, that is the question, which many accountants and lawyers are pondering. Is Twitter a waste of time or a serious business marketing tool? In my opinion, and that of the managing partner with whom I was lunching yesterday, the answer is …

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How to become a rainmaker

In my experience most professionals, such as lawyer, accountants, architects, consultants would not describe themselves as rainmakers. (even though many professionals wish they could become a rainmaker) From my time spent working with professionals who have business development responsibility, I know that many of them have from time to time wished they could outsource their …

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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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