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Make sure your emails reach your audience

You’ve just put the finishing touches on an email marketing campaign and it looks great. You’re confident it’s going to reinforce to your clients why they’ve made the right decision to stay with your firm, and, with a bit of luck, it may even convince some prospective clients to hop...

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A client-centred approach

The key to successful client relations, and therefore to continued growth, is to develop a client-centred approach throughout the firm. This helps to create a dynamic, entrepreneurial feeling within the firm and enthusiasm and interest within the client base. This in turn will ensure a steady stream of quality referrals....

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Maintaining client relationships

Communication is often said to be the key to forging strong client relationships. However, for many small firms it can be difficult to maintain regular communication with clients in order to build these kind of relationships, for reasons such as too few employees, too little time, or having insufficient funds...

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What impression does your reception area create?

Have you ever heard the expression “you never get a second chance at a first impression”? It may only take a quick glance, a lingering look or perhaps their overall experience in your reception area for your clients to form their underlying opinion of your services. For some clients, the...

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Newsletters: keeping your firm ahead of the competition

Sometimes, the best thing you can do for your business is to go back to the basics and start using a good old fashioned newsletter. With the seemingly unlimited choice of all the latest and up-to-date marketing tools that are on offer today, some firms may find it difficult in...

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Five ways to improve your client service through social media

Social media has opened up a world of opportunity for firms, not just in terms of marketing and sales, but also for improving their client service. While many firms view social media simply as another channel to advertise and promote their services, many platforms offer much more than just a...

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What are a partner’s responsibilities?

The role of partners is often difficult, and accepting that careers are changing is not easy. To prosper today, partners must be tough, competent professionals who can provide services to present clients, and develop new business. Partners should be responsible for future issues confronting clients, promoting value-added services, and maintaining...

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Creating a marketing culture

In professional service industries, it is all too common for firms to neglect their marketing needs. When you have a reliable client base and are comfortable in your role, marketing can seem like an unnecessary undertaking. Unfortunately, in today’s increasingly globalised and online business environment, financial services providers are faced...

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How to avoid ending up in your client’s junk folder

Email newsletters are a great way to spread the word about your firm, increase revenue, drive more traffic to your website and even increase the number of people who sign up to your firm’s mailing list. But sometimes an email newsletter won’t get through to a client’s or prospective client’s...

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Common sales objections

When selling your services, you will find that you face the same objections again and again. Here are some of the most common, some insights into the reasons for them, and ways to deal with them. ‘Your firm is too big’This will come from small businesses worried that they will...