Why aren’t your prospective clients signing up?

Why aren’t your prospective clients signing up?

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?

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...
You didn’t get the sale, now what?

You didn’t get the sale, now what?

You can’t always win, but retiring with grace is good. In business things change and your failed proposal today, can become your great success another time. A sales process that helps your prospects sign up with an ever improving conversion rate is great, especially...
Where fancy sales techniques fall down

Where fancy sales techniques fall down

Nearly every accountant, lawyer or other professional I know dislikes selling and hates the idea of sounding “salesy”. As a result they often don’t sell as much as they might otherwise do, and may even sound more “salesy”! If you hate sales techniques, want to sell...
People buy into YOU, not your firm.

People buy into YOU, not your firm.

Regardless of the type of firm you own, or the service you’re selling, people buy into you before they buy your firm or its services. So, if you’re looking to sell more, sign up better clients or simply get more referrals from your networking group – read this...