How to differentiate and make your firm stand out when you sell a commodity service and risk Price being the major buying criteria
| |

How to differentiate and make your firm stand out when you sell a commodity service and risk Price being the major buying criteria

In the absence of differentiation, price is the ultimate deciding factor. It’s a painful truth to accept, but that is often what ends up happening with commodity sellers. Nobody wants that, nobody wants to get dragged into a price war where they have to resort to price concessions, but it’s really difficult to differentiate your…

The 3 most likely reasons why your leads are not converting
| | |

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…

Buying signals: How to recognise them and swiftly close the sale
| |

Buying signals: How to recognise them and swiftly close the sale

How do you know when a client is thinking of buying your services? They start to give off buying signals. This blog post answers the question, what are buying signals? Then, when you recognise a buying signal how to progress the sale swiftly to a conclusion with your potential client. What are buying signals Before I…

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

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

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…

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

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….

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

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…

4 different types of sales questions which will turn you into the firm’s rainmaker
| |

4 different types of sales questions which will turn you into the firm’s rainmaker

In this blog post, fresh after talking about how to use your personality to convert more sales, Jon Baker explains the different types of sales questions for accountants (as well as lawyers and consultants) Sales questions for accountants Questions play a powerful role in getting prospective clients to sign up. Yet the common complaint I…

Business Development Clinic: What’s the best way to turn a client’s need into a want?
| | |

Business Development Clinic: What’s the best way to turn a client’s need into a want?

For most professionals, our biggest competitor is not the firm down the road, it’s actually a client’s inertia or belief that they can do what they need to do without your services. I.e. you and they both know you have a ‘need’, but not a ‘want’ for your services. So, what can you do about…

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

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…

End of content

End of content