Please find a range of blogs below:
18 December 2016
Getting Referrals. Hard or Easy?
Most professional advisors will tell you they work from referrals, yet how much truth is there in this? When 100 advisors were surveyed in a top US city it was discovered that 16% made it a habit to ask for them, 22% asked for them occasionally and a whopping 62% never ever asked for referrals. This is quite surprising, when getting referrals is one of the quickest and easiest ways to build a thriving practice. Incidentally, when the advisors in the survey were subsequently asked whether they had ever had any...
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11 December 2016
The 5 Reasons People Don't Buy Your Professional Services
There are only 5 reasons people will not want to buy from you. Let's go through each one and you can check out whether there's something you need to do to plug any holes in your new client procurement strategy. First, let’s remember: NEED, GREED, CROWD, PROUD. These are the 4 reasons people go shopping. They NEED the item they are looking for, or they have no need of it but just like the idea of owning the item, also known as GREED. On the other hand, they may feel...
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04 December 2016
These days most people seem to be afraid of the phone. Perhaps it’s the fear of being rejected, or being put “on the spot” to perform live. Regardless, while communication mediums like email are extremely effective, the phone is still one of the most powerful tools to connect with your audience effectively.
Over my years of teaching clients how to increase their profits and get more clients quickly and easily, I’ve found there are 6 levels of communication.
Here they are, from least effective to most effective, for creating connection,...
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27 November 2016
Many times, at breakfast meetings or networking events you’ll be asked to give a 1-minute presentation of your business and services.
This can be scary since there’s a lot of pressure to perform and convince people they need your services in such a short amount of time!
But some people have found a way to use short stories to stimulate interest and build trust in only 60 seconds.
So let’s talk about what’s involved in this 60-second presentation.
You may have read my article on how to get new contacts begging for more information using...
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20 November 2016
Wouldn’t it be great if you knew exactly what to say to get people to listen to you, connect with you and do what you wanted them to do?
When I first started out in business, I was struggling to understand how people thought, and how to influence them.
I was confused, because everyone I met approached business completely differently! Some people wanted to be friendly and chat before talking about business, while other people wanted to go straight in to it without any niceties.
I didn’t have a system for being able to build trust and rapport with these...
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13 November 2016
The secret to gaining ‘Instant Trust & Rapport’
Your potential client sets an appointment for their initial consultation. Nervous, they arrive at your office, sit down, and begin to explain their problem.
Now, this potential client can describe this problem to 100 different Solicitors. The problem remains the same. So why does this person choose you? Or rather, how do they make the decision to not choose one of the other 99 firms?
* Your academic credentials?
* The size of your office?
* If the free coffee was tasty?
* If the chairs were...
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06 November 2016
The secret to gaining ‘Instant Trust & Rapport’
Your potential client sets an appointment for their initial consultation. Nervous, they arrive at your office, sit down, and begin to explain their problem.
Now, this potential client can describe this problem to 100 different Professionals. The problem remains the same. So why does this person choose you? Or rather, how do they make the decision to not choose one of the other 99 firms?
* Your academic credentials?
* The size of your office?
* If the free coffee was tasty?
* If the chairs...
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30 October 2016
The secret to gaining ‘Instant Trust & Rapport’
Your potential client sets an appointment for their initial consultation. Nervous, they arrive at your office, sit down, and begin to explain their problem.
Now, this potential client can describe this problem to 100 different Advisors. The problem remains the same. So why does this person choose you? Or rather, how do they make the decision to not choose one of the other 99 firms?
Your academic credentials?
The size of your office?
If the free coffee was tasty?
If the chairs were soft?
The...
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23 October 2016
The secret to gaining ‘Instant Trust & Rapport’
Your potential client sets an appointment for their initial consultation. Nervous, they arrive at your office, sit down, and begin to explain their problem.
Now, this potential client can describe this problem to 100 different Accountants. The problem remains the same. So why does this person choose you? Or rather, how do they make the decision to not choose one of the other 99 firms?
Your academic credentials?
The size of your office?
If the free coffee was tasty?
If the chairs were soft?
The...
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