This generic Christmas message was sent from a mortgage broker we used a few years ago. The main problem with it is that the broker never keeps in touch, and then sends this sort of message that doesn’t even include her name. Leaving me (as the client) to guess it was from her. There was […]
Selling B2B services: 4 steps to convert warm leads into paying clients
One of the difficulties in selling a service is that potential clients (we’ll call them “prospects” here) often don’t know whether they should be using what you provide. Your prospect has a problem, but they may not understand how your service can help them. And even if they’ve tried a similar service in the past, […]
5 tips for an effective reciprocal referral system
Everyone loves getting referrals. They are usually the easiest type of sales opportunity to convert into a paying client. It’s no wonder the idea of having a referral system is very popular. When referrals are made correctly the referred party is primed to be responsive to what you have to offer. And setting up a […]
Being comfortable is not always productive
When you think of being on a cruise ship, what comes to mind? Maybe having drinks at the bar; onshore excursions; being pampered; or lazy days in a deck chair! But it’s not all that easy. Being on a cruise ship can be confronting. Everyday there are challenges to overcome. Unless you stay in your […]
Can you recognise the time to start selling?
It is important for everyone on your revenue engine team to recognise the signs that indicate when to switch from delivery mode (or customer service mode) into sales mode. Professionals, technical staff and service providers that work on a project, or are engaged on an ongoing basis, usually find themselves in frequent contact with clients […]