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In this blog post, fresh after talking about how to use your personality to convert more sales, we explain 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 hear…
The days when you could get to partnership as a brilliant technician are long gone.. Even if you only work on very big ticket items, to get to be a Magic Circle, Big Law, big 4 partner or partner at a large firm you still need to have proved your ability to win work and be seen…
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…
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…
In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices available to you: 1) State the fee is what it is. In this scenario, you are calling the…
You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us My concern is whether this project will get us the results we need Your fees seem to be quite expensive Do you think you have the people…
Many professionals hate the thought of selling, as this implies in their mind that they need to turn into a pushy second-hand car sales person. Consequently they have a very hands-off approach to their Leads, and potentially lose many potentially good Clients by this approach. Your aim when managing your Leads through your Sales Pipeline…
The question that I was asked recently – How do I spot the signs that a client is interested in working with me? When are they just being polite and taking an interest, and when are they serious about working with me? In this blog post we explore how to spot when you have a…
Even if you have qualified your lead correctly, there are still times when your prospect is asking for a reduction in your fees. In this blog post we examine, how to avoid lowering your fees, so that you maintain your profit margin and STILL sign up the client. Unless you are in a competitive bidding…
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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