How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?
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How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?

ByHeather Townsend

My client made 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 position to give her real work and who was really interested in her work and methodology. Is this a lead? No. Is…

How to identify if perception is the root cause of your inability to win business
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How to identify if perception is the root cause of your inability to win business

ByHeather Townsend

I had an interesting conversation today where perception was at the heart of the conversation. Here is how the conversation went: Them: One man bands really don’t want to put their hands into their wallets and buy business coaching. That’s why I need to target larger corporates Me: Actually we find the opposite. Small businesses,…

How to win new clients
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How to grow a £2 million-sized practice within 2 years

ByHeather Townsend

I was recently asked for advice on how to win new clients. But not just win new clients, but grow a £2 million-sized practice within 2 years to justify a partner business case. Whilst the title of the blog post may seem very far-fetched, there are firms who want their potential new partners to have…

5 encouraging signs that your business development efforts and marketing plan are working
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5 encouraging signs that your business development efforts and marketing plan are working

ByHeather Townsend

When you start a marketing plan, clients don’t normally fall out of thin air. Nor will every meeting instantly turn into a golden relationship. When accountants or lawyers are marketing, it takes time to build your brand, form strong introducer relationships, and generate awareness within the internal and external marketplaces. The early days of marketing…

How to sell litigation and other ‘distressed services’
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How to sell litigation and other ‘distressed services’

ByHeather Townsend

Litigation is impossible to sell. After all you can’t just pick up a phone and cold call a prospect to see if they have a dispute and need your services. Nor do most rational people want to be a situation where they are in a dispute with someone. So therefore, how DO you sell your…

7 probable reasons why your potential client is not returning your call
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7 probable reasons why your potential client is not returning your call

ByHeather Townsend

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….

How my recent cycling trip can make it easier for you to build your own practice
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How my recent cycling trip can make it easier for you to build your own practice

ByHeather Townsend

In this short article I explain how you can make the seemingly impossible task of building a partner-sized client portfolio more manageable. It was the final stretch at the end of an exhausting bike ride. I’d already clocked up 10 miles of hilly off-road riding.  Before I could make it back home, I knew I…

9 tried and tested tips to keep the faith with your business development efforts. (Part 2)
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9 tried and tested tips to keep the faith with your business development efforts. (Part 2)

ByHeather Townsend

I’m sure we’ve all been in that stomach-churning position of wondering just exactly where you next new decent client is coming from. Or whether you are taking a leap of faith to start to win your own clients. It’s truly gut-wrenching, particularly when you have been actively getting your name out there and supposedly doing…

9 tried and tested tips to keep the faith with your business development efforts. (Part 1)
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9 tried and tested tips to keep the faith with your business development efforts. (Part 1)

ByHeather Townsend

I’m sure we’ve all been in that stomach-churning position of wondering just exactly where you next new decent client is coming from. Or whether you are taking a leap of faith to start to win your own clients. It’s truly gut-wrenching, particularly when you have been actively getting your name out there and supposedly doing…

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