Are new clients a waste of your time?

Are new clients a waste of your time?

There are only three ways to increase your fees. Yet many firms only think about one (as opposed to actively do it), don’t even think about the second and are petrified of the third. Where is your focus when it comes to increasing your fees and how might you...
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...