Building your client portfolio

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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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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Let’s put selling back into Business Development

Have you noticed, that even though ‘selling’ is a vital part of what every ambitious professional does, no one calls it selling? I’m guessing it’s called ‘BD’ or ‘Business Development’ in your practice. However, Business Development is everything which helps your practice grow- this means it includes: client service marketing – i.e. generating leads selling …

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partner business case

Have you ever mapped out your ideal network?

Whenever I run a networking workshop I always ask my delegates to literally map out their ideal network. I find that this exercise really helps delegates focus on WHO they want to meet, and how these people are going to help them achieve their business and career goals. This may sound rather calculating or manipulative. …

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Is LinkedIn a numbers game

I’ve often wondered whether LinkedIn is a numbers game. My networking methodology and philosophy is firmly centred in relationship management. So, surely LinkedIn should be used to deepen and strengthen relationships rather than building up a large number of connections? But I see others talking about how LinkedIn is a numbers game. With nearly 1000 connections on Linkedin,   I …

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Why valuable content helps you gain referrals

I was asked by Sonja Jefferson ofValuable Content to write a guest blog for them on the role of valuable content in gaining referrals for your business. I have reproduced the blog here: As part of the research for ‘The FT Guide To Business Networking’ I spent over thirty hours interviewing international networking experts such as Ivan Misner, as well …

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business case for partnership

How to make the RIGHT first impression when working a room?

First impressions are everything. Get it right, and everything becomes easy. Get it wrong and you are pushing water uphill with a sieve. Many people will warble on about you have to be your authentic self when meeting people, and get that right, and you will make the right impression.  They are sort of right… …

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