A beginner’s guide to LinkedIn for lawyers, accountants and surveyors

Posted on: January 25, 2011

As a result of the White Paper on selling and social media for the professions (see 15th December 2010) and the blogs on why and how to use Twitter in December 2009 several of my clients (including the barristers) have asked for a beginner’s guide to LinkedIn for lawyers, accountants and surveyors as social selling is an increasingly important […]

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SMART Social Media for Business Conference highlights

Posted on: January 21, 2011

Yesterday I had a fabulous day at the SMART Social Media for Business conference in Westminster. I tweeted throughout the day, and there was a LOT of material, but here are some of the most memorable bits. Setting the scene John Barnes (Incisive Media) opened the event and then Charlie Osmond (Fresh Networks) and Amelia […]

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Take a walk on the client side – Empathy and emotional intelligence when selling professional services

Posted on: January 21, 2011

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 psychological aspects of selling – […]

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Probate Practitioner’s Handbook – Marketing wills, probate and other private client services

Posted on: January 6, 2011

The Sixth Edition of the Law Society’s Probate Practitioner’s Handbook finally arrived in the post today containing my updated chapter (pages 380 – 412) on marketing, selling and relationship management. The chapter – which I have revised extensively in each edition since its original publication back in 1991 – is organised as follows: Introduction Understanding […]

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