selling

Business Development Clinic: How often should I follow-up without seeming pushy?

Many professionals hate the thought of selling, as this implies in their mind that they need to turn into a pushy second-hand car sales person. Consequently they have a very hands-off approach to their Leads, and potentially lose many potentially good Clients by this approach. Your aim when managing your Leads through your Sales Pipeline …

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Business Development Clinic: 7 signs that a prospect is interested in using your services

The question that I was asked recently – How do I spot the signs that a client is interested in working with me? When are they just being polite and taking an interest, and when are they serious about working with me? In this blog post we explore how to spot when you have a …

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Business Development Clinic: 7 options to avoid lowering your fees for a client

Even if you have qualified your lead correctly, there are still times when your prospect is asking for a reduction in your fees. In this blog post we examine, how to avoid lowering your fees, so that you maintain your profit margin and STILL sign up the client. Unless you are in a competitive bidding …

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Business Development Clinic: How do I qualify a lead?

Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We asked him, did he qualify his leads at any stage in the business development process. He looked at us blankly… This is …

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Business Development Clinic: How to eliminate presentation nerves

One of the best ways of building your profile is to speak at events. These could be internal events or external events. In fact, clients will often require you to present at a pitch for a large piece of work. Which means it is absolutely in your interest to become an effective and confident presenter. …

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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

How to convert a prospect from a seminar into a signed up client?

My client had had 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 role and position to give her real work who was really interested in her work and methodology. Is this a …

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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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What to do when a client says no to working with you

Imagine the scene: you were discussing your offer with a prospective client, that was interested in purchasing your services. Sometimes you might expect one or two “objections”, but you know  how to deal with an objection. Normally objections are simply issues the prospect wants clarified; hence the simple statement objections are not rejections. You’d got over those objections and made …

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partner business case

How to deal with an objection and increase your sales

Have you ever worried about what to say if somebody throws objections at you? Earlier this week I was sitting in a restaurant and couldn’t help overhear what was an obvious sales conversation that was going downhill rapidly! This happened as a result of a question that the sales person took wrongly. It was a …

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