How to turn meetings with existing clients into invoiceable business (without adding more to your plate)

Are you leaving tens of thousands of pounds on the table with your existing clients? Do you find yourself exhausted from chasing new business whilst opportunities with current clients slip through your fingers? Are you so busy firefighting that you miss the buying signals right in front of you?I share what I've learned about turning routine client meetings into profitable new work without adding more to your already overwhelming plate. In this episode, I talk about why most firm owners are so focused on winning new clients that they completely overlook the goldmine sitting in their existing client base. You'll hear the exact framework I use when training firm owners to spot opportunities, have the right conversations, and close work that clients are already ready to buy.What you'll learn in the podcast episode:- Why existing clients are far more profitable than new ones and how to shift your focus without abandoning business development entirely- The buying signals your clients are giving you right now that you're missing because you're too busy or hiding behind email- The SPIN questioning framework that helps clients convince themselves they need your services, without you ever feeling pushy or salesy- How to flush out objections before you waste days writing proposals that go nowhere, using questions most professionals are too afraid to ask- The biggest mistake firm owners make after a good client meeting and why most opportunities die in the follow-up, not in the conversation itself- A simple system for maintaining momentum with opportunities so nothing falls through the cracks when you're stretched thinRelated episodes:How to get clients to say yes (without chasing or discounting) https://startuptogrownup.substack.com/publish/posts/detail/182227725?referrer=%2Fpublish%2Fposts%2FpublishedWhy your marketing isn’t working and how one simple document can fix it: https://startuptogrownup.substack.com/publish/posts/detail/176407408?referrer=%2Fpublish%2Fposts%2FpublishedWhat is really takes to get a referral (it’s not what you read on social media): https://startuptogrownup.substack.com/publish/posts/detail/172325532?referrer=%2Fpublish%2Fposts%2FpublishedThe 5Ps to make sure that Business Development always happens: https://startuptogrownup.substack.com/publish/posts/detail/169289180?referrer=%2Fpublish%2Fposts%2FpublishedHow to put your marketing on autopilot: https://startuptogrownup.substack.com/publish/posts/detail/168697651?referrer=%2Fpublish%2Fposts%2FpublishedSteal my top idea to consistently generate new business https://startuptogrownup.substack.com/publish/posts/detail/163530106?referrer=%2Fpublish%2Fposts%2FpublishedUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe