Making an impression: how to sell your services

Successful entrepreneur and businesswoman, Mary Kay Ash, once said: “Nothing happens until somebody sells something”, and she built her empire with customer focus at the very forefront of her ethos. But it is unfortunate that a proportion of the advisory community, in my experience, consider ‘selling’ to be a dirty word, like it is something that should be swept under the carpet and forgotten about. Yes, I understand that trusted advice and service is of paramount importance. Uncovering what clients really want out of life, what is crucial to them, and planning to achieve it. But s...