Marstan Blog > Business Management > Marketing Sales and Public Relations

Any organisation providing professional services must get new Clients in order to survive. This is because you must replace Clients who have no further use for your services or who go out of business.

In order to sell professional services effectively, you must be systematic and consistent. You should always remember that there are some subtle differences between selling professional services and selling products.

This leads to a number of paradoxes:

1. Professional people are usually very poor at selling their services – particularly on the telephone AND YET the most successful method of selling professional services is to use the people who provide the service and it involves several stages of work on the telephone.
2. Sales effort takes a lot of time AND YET most professional people are very short of time.
3. Professional ...

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LinkedIn is a web-based system which allows you to keep in touch with all of your contacts. You will find it on www.linkedin.com.

You might think that if you have something like Microsoft Outlook or store your contact details in Google Mail or any other proprietary system, then it is all taken care of. Think again!

Here are 12 reasons why you should use LinkedIn:

1. It is another way of giving you a web profile, which makes it easier for people to find you.
2. You will find people who you may have lost contact with and they will find you!
3. If one of your contacts changes their job title or contact details, you will be automatically updated by email when they change their profile. You will never again have to check addresses when you do a mailing list.
4. You can use LinkedIn to update your contacts in MS Outlook, ...

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If you have put in a bid, particularly for something complex, such as extensive professional services, you will have had a lot of contact with the potential customer.

In the first instance, it may have taken you a long time to find them and the process of bidding may also have been time consuming as you find out more about their requirements and the professional solution that you might have to solve their problems. It is also likely that you will have incurred considerable costs.

It is inevitable that you will not only be extremely disappointed, but you might also have the following emotions:

1. “Hurt”
2. Rejection
3. Exasperation
4. Deflation
5. Worry
6. Anger
7. Desperation

Unfortunately, in the short term, there is nothing that you can do about it. The customer has gone through a process and has made ...

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