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Kevin Lawrence Articles

Written by: Kevin Lawrence

The 10 Essential Things You Must Know About Your Customers - Click To Read Article
Knowledge is a powerful fuel that propels successful businesses. It helps you understand how your business rates with clients, and it allows you to make positive changes to accommodate their unique and varied needs. Although many people listen to what their customers have to say, their businesses still don't realize their full potential. Highly useful feedback is often not obtained because the wrong questions are being asked.

Ready Aim Fire How to Professionally End Your Working Relationship with a Client - Click To Read Article
One of the most predictable, sure fire ways to get a room full of professionals and business owners to sweat is discussing the firing of a client who drives them crazy. Some clients cost more than they could ever pay them in fees. We have all had these types of clients. Professionals and business owners sweat over this, as do most business people, because it is a painful situation that we will do anything in our power to avoid.

How to Generate Endless Referrals From Your Networking Activities - Click To Read Article
Building a business takes patience, perseverance, and lots of hard work. And selling yourself to potential clients and contacts can often be the most difficult part of the whole process. It's good to meet new people and tell them what you do, but it's not enough. People are much more likely to become loyal contacts or clients if they see the actual benefits of doing business with you. It's great to be nice and likeable, but this often leads to nothing but smiles and handshakes. That's why it's so critical to build people's trust by explaining and demonstrating how you can solve their problems. People are always thinking, "What's in it for me?” Show them, don't tell them.

Slash the Knot: How to Uncover and Overcome Your Biggest Obstacles - Click To Read Article
What does Alexander the Great have in common with Richard Branson, Michael Dell and Jim Pattison? Alexander the Great lived only 33 years – from 356 to 323 B.C. But in that short time, Alexander forged the greatest contiguous empire the world has ever known, stretching from south-eastern Europe to Egypt, and east as far as India.

The Power of Niche Marketing to Build Your Business - Click To Read Article
In the current atmosphere of the competitive, changing world of business, you may find yourself asking "What can I do to stay competitive, distinguish my services, and still be able to charge higher rates while at the same time attracting more, high quality clients?" The answer is simple: Become an "expert" by focusing on a specific field or market. Experts generally can charge higher rates, clientele seek them out and they rarely have to search for business. Today’s society prizes and rewards experts very much because true experts are rare and valuable.

Top 12 Ways You Can OverDeliver Value To Your Clients - Click To Read Article
In our business, we're often asked the question: "How can I over-deliver and, thereby, ensure high levels of customer retention and referrals?" Here's our answer, in the form of a "Top 12 Ways You Can Over-Deliver Value To Your Clients" list:

The Magic of Action How To Overcome Procrastination - Click To Read Article
Remember the story of the Princess and the Toad, where an unhappy Princess frees a handsome Prince from a frog's body with a juicy, wet kiss? Imagine she'd avoided the Toad and that instead, our Princess had looked at him and thought: "How disgusting. I'll never kiss you.”

The Most Important – and Overlooked – Measure of Return on Investment - Click To Read Article
When ambitious entrepreneurs set their minds to accomplish something, they can summon a tremendous amount of drive, tenacity and commitment to make their vision a reality. And what a vision it is… a luxurious home, expensive cars, fine dining and more. Ah, the trappings of success! But while that internal drive to succeed is crucial to professional success, it can also be an entrepreneur’s downfall. They get so focused on the traditional picture of “success” – the dollar signs – that they forget what really matters. And when that happens, no paycheck is big enough.

The Leaders Edge How to Transform a Company by Unlocking the Leader - Click To Read Article
If you take a close look at most entrepreneurs in their first year of business, you’d find an impressive level of passion, commitment and vision. They know what they want and they’re ready to take on the world to get it. A few years later, that fire often begins to wane, and beyond that many entrepreneurs are on a steady path to overwhelm, exhaustion and burnout. If they aren’t being crushed by the demands of the business, they’re struggling to keep up with the brisk level of business and opportunity they’ve created. Although there are those rare few who thrive under this kind of pressure, most business leaders gradually lose their original excitement and momentum.

Ten Steps to Generate Endless Referrals Profits - Click To Read Article
Here are some business building ideas to help you start off on the right foot. If you impliment these strategies, your efforts will be rewarded - with an endless stream of customers & profits.

Raising The Bar On Headache Clients How To Get Your Difficult Clients To Willingly Shape Up Or Ship Out - Click To Read Article
Difficult clients, you know the ones – you cringe when they call, you dread meeting with them, you lose sleep thinking about sending your bill and having to deal with their backlash, and you have to fight to get paid what you’re worth. You have the unique power to choose who you work with and in no way do you have to tolerate working with difficult people. In this article we will look at how you can achieve this.

Optimizing E-mail: Stay Productive, Not Busy - Click To Read Article
Does email boost or hinder your performance? It all depends on how you use it. Email offers us countless ways to save time and be more productive, but when we go on “email autopilot” – checking the inbox repeatedly, typing out messages that should be discussed, copying people who are only peripherally involved, and other bad habits we’ve picked up along the way – email can make us more busy than productive.

Looking to Make a Stronger First Impression and Be Remembered by Potential Customers - Click To Read Article
Have you ever met someone and wanted to suggest how your company could benefit them, but you didn't want to be seen as being pushy or aggressive?

How to Turn an Industry on Its Head: Become Masters at Delivering On Big Promises - Click To Read Article
Marketing and advertising work best when you speak to the customer’s biggest need or pain and show them how your products or services can give them what they want. In many cases, companies struggle with the effectiveness of their marketing because they talk about things that don’t get the attention of their potential customers. Some companies are marketing masters and have a different challenge: they are not able to live up to the expectations they set to lure the customers in the door in the first place. Often, those customer ends up disappointed of feel like they were oversold or misled. Mastery of marketing is not only promising to fulfill the core needs and desires of your potential customers, but having the whole business built to consistently deliver on those promises – every person and process in the company.

How To Profit From Customer Complaints - Click To Read Article
Complaining customers are a scary proposition for many professionals, but the complaint situation represents an opportunity, not a problem, in most cases. If you deal with a person's concerns respectfully and helpfully, your effort and consideration will almost always be appreciated, and former complainers will walk away feeling happy and valued.

How to Build Your Business with Referrals Repeat Business - Click To Read Article
Your business is a lot like a big wooden barrel in an old farmyard full of other barrels. Your barrel holds all of your customers. The other barrels belong to your competition. When a customer leaves, for whatever reason, think of this as your barrel of business leaking - part of its content is being drained. What's important to understand, if you want to build and sustain your business, is how you can prevent this from occurring. Why spend countless hours of time, heaps of money and plenty of precious energy marketing your business, if new clients just slip out through holes after you siphon them into your barrel?

Getting Paid What You Are Really Worth as an Accounting Firm - Click To Read Article
Finding an accountant in North America that feels like they get paid what they’re worth by their clients is like finding a unicorn in your backyard – a rare find. The reality is that most accounting firms I’ve worked or spoken with feel that they are underpaid regularly. Face it, members who work in industry must face their employers on an annual basis with respect to remuneration. As public practitioners, you must do it on a daily basis. For many practitioners, one look at their billings, WIP, recovery or receivables usually shows that they’ve been turning a blind eye to what all this is doing to their cash flow. In this article, I will share with you some very specific things you can do to get paid what you are truly worth.

From Compliance to Reliance For Accountants - Click To Read Article
In my role as a coach, I have noticed that a difference exists between the role of a traditional, compliance-oriented accountant and the role of an accountant who also provides advisory services to their clients. I will explore why accountants have traditionally been reactive and the benefits of shifting to a more pro-active model of providing additional value-added accounting services.

Generate Client Feedback And Use It To Increase Your Profitability - Click To Read Article
Creating and maintaining strong relationships is the key to having a loyal and thriving client base. That's why - instead of guessing where you stand with your clients or how you need to improve - it makes sense to ask lots of questions. Generating feedback from your clients is the best way to promote the long term health and success of your business. Bearing this in mind, we have put together the following list entitled, "6 Ways To Get Feedback From Your Customers Regarding How You Can Improve." Its purpose is to help businesspeople like yourself improve their customer retention levels:

Finding the Flow - Click To Read Article
Racing cars has long been a passion of mine. I love high-performance cars like I love high performance people – riding the edge, where life is focused, energized and precise. Over the years, I’ve realized that days at the race track can be perfect opportunities to discover fundamental rules of high personal performance, in any realm. A few months back, I had a really rough day on the track. I was fighting the car and making a lot of mistakes. Instead of feeling inspired and skilled, I went home tired and frustrated. What was going on? Had I lost my passion? Was it time to get my thrills another way? I gave it serious consideration, feeling a lot like my clients who had lost the passion for their business.

Do You Know What Your Customers Really Think Of You - Click To Read Article
Each time you lose a potential or existing customer or fail to obtain a referral, there's a reason why. You may not know it, but it exists. That's why getting plenty of feedback from your clients is very important. These people have answers to many important questions. And your success depends upon their approval of and happiness with your performance.

Calculate the True Value of Your Customers - Click To Read Article
The value of a customer cannot be overrated, and you shall soon understand why. The following story proves that the true value of a customer can barely ever be measured; it is always potentially huge.





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