Struggling to sell advisory services to your client?

Struggling to sell advisory services to your client?

Reading Time: 3 minutes | Selling advisory services to their clients is one way in which Accountants can increase their average fee, and help clients more. But, many small firms are struggling with how to sell advisory services. Here are 5 steps to start unlocking the potential that advisory...
Managing your sales funnel

Managing your sales funnel

Reading Time: 3 minutes | Pulling a rabbit out of a hat is something magicians do (did?), not something that you should be doing to grow your firm. You probably want to sign up more clients. More than that, wouldn’t you prefer a  steady number of them, rather than a glut, followed by...
Business development time wasters

Business development time wasters

Reading Time: 3 minutes | There I was sitting on a hot, stuffy, cramped tube train under London, heading to a meeting I didn’t really want and shouldn’t have been going to. Another morning disappearing from my diary, that I couldn’t afford. Business development meetings can loom large on...
Why aren’t your prospective clients signing up?

Why aren’t your prospective clients signing up?

Reading Time: 3 minutes | Imagine that client, not that one – the “nearly client”. Yes, that one, the one that hasn’t yet signed up. You know she needs your help, you know you can help her, but she STILL hasn’t signed up. Here are 9 tips to get more clients to the finish line....
Does selling require charisma?

Does selling require charisma?

Reading Time: 3 minutes | Do you need to be charismatic in order to improve sales, or does it help you sign up more or larger clients? Various business owners, especially accountants, recently told me they needed more charisma to help them sell more. Some, particularly those who consider...