selling

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.

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 …

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Changing the word impossible to possible.

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 …

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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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Why tried and tested sales techniques normally don’t work for professionals

In this blog post by Jon Baker, co-author of The Go-To Expert, he examines why tried and tested sales techniques normally don’t work for Accountants, Lawyers, Consultants and other professionals. This is why so many professionals find professional services business development so tough.  Ask any professional why they went into their chosen profession, and I …

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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 …

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9 fool-proof sales tips to help every accountant convert more business

In this blog post, Jon (who once trained all of BP’s sales teams across Europe) shares eight sales tips for accountants. Sales tips for accountants If you want to sell more, then remember that people need to buy into you before your firm. So, it’s time to think about what they want to buy into …

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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 …

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