Blog Archives

4 Ways To Find And Connect With Prospective New Clients

In a previous post I put forward the idea that attending networking events to find and connect with new prospective clients was largely a waste of time. In this post I’m going to explore four alternatives that in my experience

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Posted in 2 Prospecting, Blog, LinkedIn, Sales New Business, Social Media

7 Ways To Measure If Attending A Business Event Was Worth It

We attend business events all the time: networking do’s, seminars, conferences, trade shows and so on. But how do we know whether it was worth it or not? Naturally if we went to learn something new the value comes from

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Posted in 2 Prospecting, Blog, Real Networking, Sales New Business, Sales Relationships

Why being great isn’t an option

Actually these days being great at what you do isn’t an option in the same way that a steering wheel isn’t an option on a car; its sort of essential to make the car work properly. The problem is that

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Posted in 2 Prospecting, Blog, Differentiation In the Sales Process, Personal Brand

If somebody sees you for a coffee does that make them a prospect?

listen to ‘If somebody sees you for a coffee does that make them a prospect?’ on Audioboo

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Posted in 2 Prospecting, Blog, Sales Conversion, Sales New Business, Sales Relationships

How the sugar-plum fairy can help you to engage with prospective new clients

Years ago we were on a family holiday in Menorca at the sort of place that families with a shortage of disposable cash tend to go: cheap and cheerful. One evening we were sitting having a drink whilst the Animation

Posted in 2 Prospecting, Blog, Differentiation In the Sales Process, Sales & Events, Sales Conversion, Sales New Business, Sales Relationships

Using Blogs To Help In Business Development

Quite often I am asked by young lawyers or accountants or other professionals how they can stand out from their competitors for business development purposes. They seem to think it is next to impossible to achieve this but I take

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Posted in 2 Prospecting, Blog, Differentiation In the Sales Process

Go On, Go On, Go On Make That Sales Call

Picture this. Last November one of my clients gave me the name and number of a potential new lead. The word was that this chap was the MD of a medium-sized business who was looking to reorganise his business development and

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Posted in 2 Prospecting, Blog, Sales Meetings, Sales New Business

Your LinkedIn Page and your Personal Brand

I have an extremely efficient PA (Hi Mel) who organises my life for me and to whom I am deeply grateful. One of the things she does for me is prepare a standard pack of information when I visit new

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Posted in 2 Prospecting, Differentiation In the Sales Process, LinkedIn, Personal Brand
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