PR SEO

In the last chapter, you were reminded that the way people inside the firm treat each other greatly impacts how the employees of the organization treat clients. Both internal and external service initiative must be coordinated. Implementation of client service opportunities must begin with the partners. Norman Vincent Peale once remarked, “Nothing is more confusing [...]

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Service consistency is a goal most midsized professional firms strive toward. It provides control over your customer service. It is also a great reason to contact your clients. The journey to firm-wide consistency is difficult because of the lack of communication with existing clients about the quality of the current service being delivered. None of [...]

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Clients are more loyal to professionals who are proactive about providing service than ones who just react. Our five-star client service training is patterned after the service you receive at a five-star resort. The five-star client service system helps your firm reduce staff turnover, improve internal communication, raise the level of trust inside your firm, [...]

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Outstanding client service begins with the people you work with every day – your internal clients. An internal client is an employee of your firm. For example, when a tax preparer compiles the return, he or she is the internal client of the partner who provides insight and guidance. And vice versa, as the partner [...]

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Receiving solid referrals from delighted clients is the best way to build your business. Your closing ratio will be very high with a referral, particularly if your referral source is a trusted friend of the prospect. The next strongest marketing tool is to utilize testimonials from great clients. A third-party endorsement is one of the [...]

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After you have invested time in the proposal process and have lost, it is crucial to learn why. This gives you something in return for your efforts. If you can meet with the key decision makers to ask questions, you most likely will be able to gather a strong sense of what really occurred. If [...]

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When selling to key decision influencers, you will help the buyers to minimize risk when you can support your proposal with solid evidence for each of your claims. Comparing Your Services For example, when your prospect is mentally comparing his present service provider with your service, you may make a complete comparison of the two. [...]

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At the moment of making a decision to hire you, many would-be clients balk. At the last minute, the decision process focuses on risk. “What are we risking to make this change,” the CEO asks. Prospects fear change. The perceived risk of changing is often worse than staying with the known problems with their incumbent [...]

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Have you ever taken a puppy home “just for the night” to see how the kids like it? You now own it, don’t you? After your family has spent a few hours with the puppy, you are hooked. The same is true with various products and services. The “puppy dog close” works on the principle [...]

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A written document provides the financial and qualitative information necessary to make an informed engagement decision. While in most instances the written document is a small portion of the buying decision, it can be the deciding factor. What Is a Winning Proposal? A well-written proposal will first review the information the top decision influencers have [...]

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