marketing & sales

4 reasons to welcome rejection

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… and 5 ways to deal with it.

by ty hendrickson
the sales seed

  • i think i’ll check my email and then make that call to a potential client.
  • after i finish all of my billable work, i’ll work on some emails to potential clients.
  • instead of calling to follow up on last week’s meeting, i think i’ll just send over my proposal via email.

does this sound familiar? why do we procrastinate certain job functions and not others?

more: the real problems created in a remote workforce |  can you really grow without adding clients? | 4 reasons to welcome rejection |

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there is only one reason and unfortunately, it is the same reason we all have probably struggled with since childhood… the fear of being rejected. it seems so much easier to send out a proposal or any type of communication via email than it is to just pick up the phone or stop by the person’s office.

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8 steps to make cross-selling work for your firm

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businesswoman sitting on table while talking with four coworkerstwo keys: education and incentives.

by august j. aquila

cross selling in most firms just doesn’t work as well as it could. it is probably the most talked about process in accounting firms and, undoubtedly, one of the most frustrating.

more: the eternal riddle of being an effective leader | grissom and aquila on partner performance evaluations | gross profit in a professional services firm: opening a dialogue | how to get partners to accept a new pricing philosophy | 12 pricing factors beyond cost
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firms constantly give referrals to attorneys, bankers, brokers and financial advisers, but giving a referral to a fellow partner or associate just doesn’t seem to happen. either firms don’t know how to do cross selling, or there are some other hidden reasons for the reluctance to give a referral to someone else in the firm. there is, of course, no miracle cure for this problem, but you can make cross selling more effective for your firm. here’s how.
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the 10 most important words for getting retained

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man in suit holding out credit cardalso: what not to guarantee.

by michael rozbruch, cpa
rozstrategies.com

the 10 most important words that must roll off your tongue when it comes to asking for the “sale” must be part of your “close “repertoire.  the 10 words are “what credit card do you want to put that on?”

more: why are artists and tax pros afraid to sell themselves? | what do taxes and wedding dresses have in common? | 9 secrets to getting irs penalties removed | 10 tips for maximizing referrals
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let’s assume your marketing is working, the phones are ringing and you know how to screen the looky-loos and tire-kickers from qualified prospects because you have a phone script system. you’re scheduling appointments because you have a system and script for that too.
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