Increase fees through referrals
All firms, regardless of their type of clients, grow through word of mouth. Whilst sales and marketing activities also bring in new clients, by far the most effective (and cheapest) way of ito increase fees is through referrals. Referrals may come from existing clients, business contacts and introducers, even friends and family. Whilst you may […]
Don’t like selling? Try this….
Most professional services people I speak to have one thing in common, they don’t perceive themselves as being sales people. So, being told they have to go into a ‘sales environment’ such as a networking event, seeing a prospective new client or giving a presentation usually brings them out in a cold sweat! However, professional […]
Making marketing mailings work
It’s strange how things go full circle in life. 10 years ago, we were inundated with direct mail coming through our doors, so much so, that we put most of it straight in the bin without even opening it. Then social media came along and many people redirected their marketing activities through the various online […]
Doggy Tales – The power of non-verbal communication
This month we highlight non-verbal communication and its role in a sales situation. Our dogs, Teal, Blue and Angus as yet are unable to talk (although we are working on it!) but they still manage to communicate what they want and if they are happy or sad with the things we have communicated with them. […]