follow up

7 probable 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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How do I follow up without p*ssing off my potential client?

When you are waiting on a new client or lead to say ‘yes’, it can be a tense time. Are they serious? Have you won the work? Do you have the resources for the work? Will they answer your calls or emails? That’s the problem. You know you need to follow up, but what is …

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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: Only promise what you can deliver

This is the second blog in a series by Martin Bragg, highly experienced business development expert with 20 years experience in professional service firms. Martin has worked in business development for major international law firms including the magic circle and for accountancy practices in the big four and beyond. (Martin’s 1st blog post can be found …

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How to make sure you get that first getting to know you meeting

How many times have you been introduced via email and then nothing happens? You (or the other person) may exchange an email, but then nada. So why is this, and how can you increase the priority of the two of you moving from email to a phone call or physical meeting. Here are my thoughts …

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27 new (and not so new) ways to keep in touch with your network

Most of us are not fortunate enough to always meet prospects who are ready to buy or refer us to other potential buyers of our services. However at some point they will be ready to buy – and you want to be the professional they think of talking to first at this point. So, how …

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32 ways to say thank you quickly, personally and cheaply

Saying thank you for referrals or introductions to people is an important way to express your gratitude, and educate your network that you would like more of these. (This includes both your internal firm network and your external network) With a little thought and pre-planning, you can implement these ideas very quickly and always have …

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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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