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More Clients in Less Time, Even if You Hate Marketing and Selling

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Home > Best Bits

Best Bits

Blogs are wonderful things – but one of their challenges is that some of the best posts can drop off the horizon as they scroll chronologically.

So to save new readers the pain of scouring the archives to find the juicy bits, I’ve collected a “best of” list below.

Ideas & Concepts

  • Becoming a Trusted Advisor
  • What Makes a Good Salesperson
  • Three Painful Truths for Business Developers
  • You Are What You Sell
  • Rejection – Sometimes it Really is Personal

Business Development Skills, Tools & Techniques

  • Selling With Stories
  • The Number One Skill in Business Networking
  • What’s Your Backstory
  • How to Run Effective Client Meetings
  • In Praise of Passion
  • Find Your Style
  • Avoiding the Treacle Effect when Selling to Corporates
  • Selling Without Slides
  • 10 Linkedin Tips for Professionals
  • Know, Like & Trust – The Keys to Cross Selling
  • The Importance of Good Follow-Up
  • Beating Your #1 Competitor – The Status Quo
  • Won Sales Analysis
  • How to Turn Old Contacts into New Clients

Business Development & Marketing Strategy

  • Building a Portfolio of Business Development Approaches
  • Keep Out of the Muddy Middle
  • Do I Really Need a USP
  • Challenging the 80:20 Rule
  • Medium is Beautiful

Referrals

  • Referrals: You’ve Got to Have a System
  • The Referral Formula
  • How to Get More Referrals Using Offers
  • Staying Front of Mind with Referral Partners

Myths & Rants

  • Debunking the Myths of Non-Verbal Communication
  • Don’t Put Me On Your List
  • The Myth of Goal Setting
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  • About Me

    Ian

    I work with professional service firms - consultants, lawyers, accountants, surveyors, architects and coaches - to help them attract more clients and win more new business.

    Many professionals are highly skilled at what they do - but are not sure how to best market their capabilities and are uncomfortable in selling situations. I help them get comfortable and competent at marketing and selling their professional services - helping them to grow their practices and build fulfilling careers.

  • Useful Links

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  • Who I Work With

    I work with the leaders and staff of professional service firms to help them achieve their business growth goals.

    My clients are lawyers, consultants, accountants, architects, surveyors, coaches, and other professionals. I help them improve their marketing and sales capabilities to get more clients and win more new business.

    My clients are primarily based in the North West of England: Greater Manchester, Cheshire and Merseyside

  • Typical Client Challenges

    I typically work with my clients to help them:

    • Generate More High Quality Leads
    • Get More New Clients
    • Retain and Grow Business with Existing Clients
    • Gain Control Over their Sales Pipelines
    • Manage their Key Accounts more Effectively
    • Build a Positive Business Development Culture
    • Grow the Sales Capabilities of their Team

  • My Services

    A typical engagement will start with a Business Development Healthcheck to identify strengths and weaknesses in marketing & sales.

    Then depending on priorities, I will deliver tailored services in areas such as:

    • Business Development Strategy
    • Client Relationship Management
    • Sales Pipeline Management
    • Sales & Marketing Training
    • Business Development Coaching

  • About Me

    I've been helping some of the world's leading organisations with their marketing and sales challenges for over 16 years.

    More importantly, I've "walked the talk" and sold multi-million dollar consulting engagements across multiple countries and cultures.

    I'm far from a natural salesperson. But through study and experience I've learned what it takes for even the most reluctant of professionals to become highly effective at marketing and sales - and that's what I teach my clients

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