Senior decision makers in corporations don’t spend much of their time searching online or using social media. Unlike smaller businesses, they don’t go out to networking events and all of their emails and calls are often screened by assistants. So how do you attract corporate clients if you can’t get in front of them using …
8 foolproof ways to attract corporate clients and win big contracts Read More »
Ever wondered why people buy from people? It’s simple: people trust people. A referral is an extremely powerful exchange when it comes to business as it almost always converts to a new client. Why? Because the referral gives you instant value and credibility and trust has already been established for your potential client, and all …
12 proven tactics to get more referrals (these can’t not work!) Read More »
There’s nothing worse than putting in the work and the hours only to get overlooked for a referral. It’s a crushing feeling, especially when it goes to your partner instead. What did they do that you didn’t? While it might feel like you did everything you could, you may be missing a few key areas …
How to make sure you get the referral rather than your partner Read More »
“How do I get more clients?” and “How do I get more client referrals?” These are two questions that every accountant, lawyer, and consultant have asked themselves at some point in their career. The answer, however, isn’t quite as simple as they’d like. To win more clients and client referrals, you need to focus on …
How to get good at blowing your own trumpet without coming across as a show-off Read More »
From time to time I get a run of similar clients with similar problems. As it happens, now is one of those times. At the last count, I am working with 4 lawyers who are all involved in deal making, i.e. M&A, Private Equity, Financing. These lawyers are spread all over the globe, so this …
Recently I have had some online conversations with people I’ve only just met. These conversations have gone very badly. All because of one small thing. They without knowing me at all asked me for a referral. Although to be fair, they probably didn’t realise they were doing this. Something which Ivan Misner calls premature solicitation. …
Asking for referrals: When not to do it (hint: many of us do this without realising) Read More »
This post is taken from a transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. You can listen to the section of the recording and view the slides here Heather (HT) : existing clients liking what you do is the easiest way to win work. Then …
2 great ideas for referral sources that you can start to use today Read More »
This post is taken from a transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. You can listen to the section of the recording and view the slides here Heather Townsend (HT): A lot of people are being told to go out, network, you’ll win …
You are meeting a potential introducer for the first time. This article looks at what to expect from this first meeting and how to make sure it goes well. What you shouldn’t expect Given the pressure to win work, many of us go into this meeting thinking that we will walk away with work or …
The ultimate guide to meeting an introducer for the first time Read More »
