Kim TassoPerfect pitches – Five key points (Video)
Posted on: February 5, 2021This short (10 minute) video takes a look at pitching and shows the client reaction to submissions to a fun make-belief pitch. Five tips are explored: process, research and empathy, relationship, document and presentation and differentiation. Please enjoy perfect pitches – five key points. Video script Hi, I’m Kim Tasso – and today I’m going […]
Highlights from a referrer management workshop (2020)
Posted on: December 22, 2020
It was great to see so many people on the December digital presentation of the popular MBL “Developing more work from referrers and intermediaries” workshop – there were representatives from law, accountancy, insolvency and engineering firms. Here are the highlights from a referrer management workshop. Amongst the aims of the delegates were: To develop a […]
Selling Basics – Detectives and DMUs (Video) and recommended books on selling
Posted on: October 30, 2020Todays’ short (eight minute) video covers some core ideas in business-to-business (B2B) sales. It considers the need to undertake research before approaching a prospective client and how the research continues when you first make contact. The idea is to “be more detective” to learn about your prospect. It then explores the idea of the Decision-Making […]
Helping tax advisers sell their services – Be more detective
Posted on: January 30, 2020
I was delighted when the Chartered Institute of Taxation (CIoT) Harrow and North London Branch invited me back to present an evening session earlier this month. I had previously presented on “Social media for tax advisers” in 2013 . On this occasion my talk was on “Helping tax advisers sell their services – Be more […]
Enquiry management: Converting more telephone enquiries with basic sales training
Posted on: July 25, 2019
At a “Business development for lawyers” course a while back the topic that the delegates asked me to write about was that of converting telephone enquiries. More recently, at a practice development course for private client solicitors, the same issue arose and other insights were shared at a recent in-house workshop on the topic. So […]