Managing yourself

6 clues to help you identify and stop wasting time on clients who will never sign up

Tyre-kickers. Not a particularly nice word, which is often used to describe prospects who don’t want to buy your service. Let’s be honest, we’ve all been tyre-kickers at some point, and we’ve all experienced tyre-kickers wasting our time. You know and I know, that your business development time is very limited. Whilst you still have …

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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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Put your happiness first, it makes everything easier – including making partner

Take a look at your big life goals since you were at school. I guess they probably went something like: Do well at school so I can get to university Do well at university so I can get the job I want Get the job I want so I can build the career I want …

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Tip: Under estimate the small stuff and over estimate the big stuff

Do you find yourself over-estimating what you can do in the short term? I know that I do. I find myself often saying, just got a few more things to do and I will be home in 30 minutes. Before I know it, the thirty minutes have gone and I am still in the office. …

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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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