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nterest in Linkedin from lawyers, accountants and other professionals has taken off recently. And it makes sense. Despite the hype over Twitter and Facebook, Linkedin offers the greatest opportunity for professionals to make connections that lead to business. Never one to skip jumping on a bandwagon, here are my top 10 Linkedin tips for pro Read More

One of the biggest challenges I find clients have when trying to get more referrals is that their referrers (the people they've asked to introduce them to someone) struggle to make the introduction sound attractive to the potential client. By developing offers which your referrers can make to their clients, you change the relationship from doin Read More

New book launch: A Lawyer's Guide to Creating a Marketing Habit in 21 Days. It's an excellent book - and for 48 hours you can get 34 free gifts when you buy it... Read More

For many decades, perhaps the most successful client development strategy for both professional service firms and individual professionals has been one of focusing on a small number of high value clients. More recently, strategies have focused on building large "follower" lists - e.g. for email marketing purposes. Either strategy can work Read More

Motivating professionals is about much more than money. Read More

Cross-selling is one of the holy grails of professional services - but so few firms do it well. One of the key issues is that professions are simply not aware of what their colleagues in other service areas do - or if they are, they don't trust them enough to let them loose with their clients. Read More

n most businesses, between 70-80% of your leads are long term. They're potential clients who pass all your qualifying criteria - but they're just not ready to buy right now. Ideally, you want to begin to build a relationship with these potential clients so that when the time is right to buy, you're in the front of their mind. Unfortunately, Read More

Is this the most painful customer service story ever? You decide.... Read More

One of the key - yet often overlooked - levers for increasing your sales is velocity: the cycle time from initial lead to closed sale. Read More

Good qualification is critical for salespeople to avoid wasting time and to focus their energy on higher potential prospects. But there's a dirty little secret about qualification I'm going to share with you... Read More