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 – converting leads into new clients
  • strategic thinking – how are we going to grow our practice?
  • innovation – how can we create new services to generate greater value from clients, as well as attracting more clients?

So, in this post we are going to focus on, often what is a dirty word in the professions, selling. Yep, selling. You and I know that you will need to be a ‘dab hand’ at selling if you are going to build up a large, profitable client portfolio. So, why do so many professionals try and ignore the fact that they are going to have to learn to love how to sell?

Click here to download our free ebook "The reluctant business developer's guide to winning clients". (email required)

In my experience, many firms ignore the selling part of business development. This leads to negative consequences such as:

  • fee earners assume that it is possible to secure invoiceable business on a 1st meeting
  • the sales process, i.e. the dance to take a prospect through to being a paid up client, isn’t defined. This results in many potential clients slipping through the net
  • fee earners go into hard trying to sell, rather than taking their prospects through to the next stage in the sales process.

Next week, we will spend all week focusing on how to speed up the sales process – i.e. get your clients to sign up quickly.

Click here to download our free ebook "The reluctant business developer's guide to winning clients". (email required)

Scroll to Top