At the recent MBL “Developing More Work from Referrers & Intermediaries” full day digital workshop what emerged from delegate discussions were three referrer management themes – Plans, Relationship and Communication. Agree targets and plans It became apparent early in the session that there was a need for different levels of Read More
“Love in a time of Cholera” by Gabriel García Márquez is a great book. It reflects many themes we are experiencing today such as the Coronavirus plague and the attempts to maintain relationships across great distances. So what about marketing in a time of Coronavirus? Once professional service firms transitioned Read More
Whilst presenting a paper on strategic marketing at a recent professional services marketing conference in Sussex http://kimtasso.com/strategy-silos-is-marketing-guilty-too-align-integrate-focus-educate-and-champion/, one of my fellow presenters was Jonathan Winchester, chief executive of insight6 Limited https://insight6.com/ (which some of you may know as Shoppers Anonymous). He gave a fascinating talk about Client Experience Management (CEM Read More
I’ve done training sessions on inbound telephone calls to improve client service and enhance conversion rates (see, for example, http://kimtasso.com/managing-client-service-surveying-property-partnerships/). I’ve done workshops on outbound calls for cold calling (http://kimtasso.com/sales-selling-tips-11-point-plan-cold-calling/). But I was recently asked to cover the topic of outbound calls to existing contacts and clients to enhance business relationships Read More
Earlier this week I did some training on sales conversion on the telephone and in meetings with some delightful family lawyers in Wolverhampton. At the end of each training session, I always ask people which key idea they found most useful. Not surprisingly, the majority of responses relate to the Read More
