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IGNITING CONVERSATIONS THAT SELL – PART 6
In professional services, it’s not uncommon that months will pass before you have built the knowledge, understanding and trust of a prospect to secure them as a new client....
IGNITING CONVERSATIONS THAT SELL – PART 5
Your target market has a problem, so you have created a range of marketing resources that illustrate how you have supported others to solve problems ‘just like theirs’. Hiding...
IGNITING CONVERSATIONS THAT SELL – PART 4
We left one another a fortnight ago, thinking about the specifics of your target market. The task was to describe a typical business in your market and brain storm...
IGNITING CONVERSATIONS THAT SELL – PART 3
In my last blog, we looked at raising brand awareness – the first step in our sales process. You should now have your target market clearly documented and the...
IGNITING CONVERSATIONS THAT SELL – PART 2
In my last blog, we discussed a simple process that supports you to think carefully about the steps involved in raising your brand awareness and gaining a new client. ...
IGNITING CONVERSATIONS THAT SELL – PART 1
In a professional services environment, many of us don’t like to use the word ‘sell’ and have erased such blatant language from our workbooks by using terminology like ‘business...
Digital disruption or digital readiness? You can’t claim immunity!
Digital transformation is changing the way we communicate and do business. More information is available than ever before and most questions can be answered with a quick Google search....
Do you want a pay rise? We show you how even in current market conditions.
In a recent AFR article, three partners from leading firms were quoted in relation the volatile market conditions. The article stated that partners shouldn’t expect an automatic pay rise...
Key account management – not another round of golf!
Imagine losing 5% of your top clients. How would that impact your bottom line? It takes six to seven times more dollars, time and resources to acquire new clients...
Do you really want to know what your clients think? NPS, client loyalty and success!
In our last blog, we discussed that an increase in loyalty will lead to an increase in profits. The next step is to gain an understanding of your clients’...