Modern Calling

I do a lot of coaching and mentoring for professional advisers – lawyers, accountants, mortgage advisers, Business Development Managers, IFAs – who all need to drum up new business from time to time. Most of them are not cut out to make cold calls and indeed, in their professions, this is wholly undesirable and dilutes their value. I also believe that cold calling should be banished from the kingdom, forever and culprits should be placed in the town stocks and covered in tomatoes. It’s a thing of a past era.…

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I’m sorry to announce…

This little tip will help you when having to give bad news. A team leader to his staff member about their holiday request, the sales team with another delay in the CRM system implementation, the customer whose mortgage has been rejected, a surveyor detailing the pitfalls of the property. All you need to do is use the term because. Let me share two examples On Sunday evening our plane was taxing out of Heathrow Terminal 5 on route to Tehran. Settled in my comfortable seat awaiting supper, the Captain announced…

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The Stepping Stone Routine for Client Referrals

Stepping stones are great things to cross streams with. They make a large distance shrink because you’re taking small steps rather than one big lunge. Likewise when asking for client referrals, literally coming out with the ask is often too big, so adopt the stepping stone technique. Let me explain. As soon as your customer enjoys your value, whatever that is, ask them for some feedback, so they can verbally tell you about the value. A little later on, you might want to ask if they wouldn’t mind giving you…

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