Client Objections: No Doesn't Have to Mean No

Believe it or not, it's often a good thing when a client or prospect voices objections. It gives you an opportunity to ask questions and understand what the true issue is. Then you can explain and perhaps offer another solution and get them to say yes. As John Doerr, founder of RainToday.com, explains in this interview, no doesn't have to mean no.

Direct download: Doerr_Client_Objections.mp3
Category:podcasts -- posted at: 10:30am EST

The Best Path to Profitability for Professional Services Firms

Acquiring new clients doesn't necessarily lead to profitability. Often it's better to sell new services to existing clients than it is to sell existing services to new clients. But getting clients to buy additional services means signing on ideal clients who believe you offer great value. Listen as Randy Shattuck, senior marketing executive and founder of The Shattuck Group, explains the importance of building your value proposition and your brand and what you must do to attract ideal clients.

Direct download: Path_to_Profitability_Shattuck.mp3
Category:podcasts -- posted at: 10:00am EST

Why Clients Leave and What You Can Do About It

Because a client bought from you once, it doesn't mean they will continue to buy from you. You must nurture that relationship and build trust. Listen as Colleen Francis, President of Engage Selling Solutions, explains the two essential pieces of a client retention strategy, the most common reason why clients leave, and the best thing you can do right now to start successful relationships with clients.

Direct download: Francis_Why_Clients_Leave.mp3
Category:podcasts -- posted at: 10:00am EST

So, You Want to Become a Thought Leader?

Listen as Tom Davenport, 13-time author of books such as Thinking for a Living and What's the Big Idea and Babson College professor, talks about the benefits of thought leadership, what it takes to become a leading expert, and how to set yourself apart from others trying to do the same thing.

Direct download: Davenport_Thought_Leader.mp3
Category:podcasts -- posted at: 10:00am EST

Is the Traditional Website Dead?

For professional services firms, blog websites work better than traditional websites for cultivating client relationships and selling services, says Ian Brodie, owner of The Rainmaker Academy.

Direct download: Brodie_Website_vs_Blog.mp3
Category:podcasts -- posted at: 10:00am EST



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