client service

Why great client service is no longer good enough to generate word-of-mouth referrals

Read any blog or book on client service or account management and you will hear about the importance of great client service. The books will tell you that great client service is the only way to generate word of mouth recommendations from your clients, etc etc etc. Far be it from me to disagree with …

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Stop saying ‘fine’ if you want to develop a profitable relationship

I was reading a great blog post by Dinah Liversidge on ‘is being ‘fine’ costing you business’, which prompted me to think in more detail about how being ‘fine’ is hindering your from developing your personal brand and relationships further. Dinah, in her article, examines really well the reasons why we say it. In this …

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32 ways to say thank you quickly, personally and cheaply

Saying thank you for referrals or introductions to people is an important way to express your gratitude, and educate your network that you would like more of these. (This includes both your internal firm network and your external network) With a little thought and pre-planning, you can implement these ideas very quickly and always have …

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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 1

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 …

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What does credible really mean for a professional advisor?

I’ve been hearing the word credible and credibility banded about recently. But, what does credible mean for an accountant, lawyer or consultant?  and have been reflecting on what it actually means for a professional adviser – and how you can personally build it. But, before I go any further, in my opinion being credible and …

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