qualifying prospects

The 3 most likely reasons why your leads are not converting

Do you find that you have good conversations with prospects which never quite seem to lead to paid work? You are not alone! This is one of the most common challenges professional advisors have with their business development. Particularly when they are new to business development. In this article I explore the 3 most common …

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Changing the word impossible to possible.

6 big clues to help you identify and stop wasting time on tyre-kickers

Tyre-kickers. Not a particularly nice word, and often used to describe prospects who don’t want to buy your service, or the upsell from your marketing activity. In this post I’ll give you six signs that should ring alarm bells that you are dealing with a tyre kicker. After all, they don’t usually have a big sign …

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Business Development Clinic: How can I increase my success rate in sales meetings?

Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match made in heaven.  Here are our tips to make sure you get the most out of these meetings: 1. Bring another person with you …

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partnership track

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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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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