client service

This is why my husband and I had an argument on top of a steep hill

An incident from my recent holiday served a useful reminder of the importance of checking assumptions and clarifying exactly what a client wants. A long steep hill loomed My breathing was becoming heavier and heavier and even more laboured. My chest was screaming for my to stop. My legs were aching from every sinew. Then, …

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5 secrets to confidently and successfully give clients bad news

How to give clients bad news As a professional advisor, e.g an accountant, lawyer, or consultant, there are always going to be times when you need to give a client some bad news. The challenge is always how to deliver the news in a way which makes you feel confident that you can cope with …

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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 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 week where one of …

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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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Business Development Clinic: why even the best networkers don’t win business from networking

In this Business Development Clinic, we consider what you need to have thought about and researched, BEFORE you go networking – even if you are meeting the right people. Let me tell you a true story of a good friend of mine. Let’s call him Steven. He took the decision to move from the relative …

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