How to sell litigation and other ‘distressed services’

red umbrella in mass of black umbrellas

Litigation is impossible to sell. After all you can’t just pick up a phone and cold call a prospect to see if they have a dispute and need your services. Nor do most rational people want to be a situation where they are in a dispute with someone. So therefore, how DO you sell your […]

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

car salesman on lot with price sticker on cae selling

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. […]

How my recent cycling trip can make it easier for you to build your own practice

Cyclist on road bike through a asphalt road and blue sky with clouds.

In this short article I explain how you can make the seemingly impossible task of building a partner-sized client portfolio more manageable. It was the final stretch at the end of an exhausting bike ride. I’d already clocked up 10 miles of hilly off-road riding.  Before I could make it back home, I knew I […]

9 tried and tested tips to keep the faith with your business development efforts. (Part 2)

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I’m sure we’ve all been in that stomach-churning position of wondering just exactly where you next new decent client is coming from. Or whether you are taking a leap of faith to start to win your own clients. It’s truly gut-wrenching, particularly when you have been actively getting your name out there and supposedly doing […]

9 tried and tested tips to keep the faith with your business development efforts. (Part 1)

never give up 1200px

I’m sure we’ve all been in that stomach-churning position of wondering just exactly where you next new decent client is coming from. Or whether you are taking a leap of faith to start to win your own clients. It’s truly gut-wrenching, particularly when you have been actively getting your name out there and supposedly doing […]

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

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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 […]

Is the curse of professionalism limiting your career progression?

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A few months ago I was helping a group of consultants put together their personal marketing kit. Despite most  of the consultants handling client portfolios worth over £1 million, they almost all suffered with the curse of professionalism, which was stopping them taking the next step in their career.  In this blog post I identify […]

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

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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 […]

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

Colored pencils on notebook sheet

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 […]