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Jenny Tse

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Member Since February 2014

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I am a speaker, published author, sales strategist and coach to small businesses.
Over the past decade, I've worked with some of the largest organisations in the world, including PricewaterhouseCoopers, Macquarie Bank and have been invited to speak at the National Audit Conference hosted by the Institute of Chartered Accountants. I'm brought in by clients increase their revenue.
I run a 3 day sales and communication workshop where I teach my 12 step sales process. www.licencetobill.com.au

Customer Acquisition

Learnings from recent workshop - How to turn the hardest part of sales into the easiest

Turn the hardest part in sales into the easiest Key learnings from the Practice Growth Formula workshop Many people enjoy having a chat with clients about their problems and helping them come up with solutions. What people don't enjoy so much is the part where they need to ask clients to buy their service and the price discussion that follows. This is what I found was the case at the Practice G...

Business Coaching

5 Revenue Streams You Can Add to Your Business Today

One problem experienced by many service based businesses is that they only have a single revenue stream - fee for service. That means that the only way they can get paid is if they have clients who are willing to pay for their time. Is this how your business works too? As you'll know, this means if you're not at work then you don't get paid. Simple. You're probably thinking -what other revenue...

Sales and Marketing

Read this before you waste time and money on marketing

When I work with clients to grow their revenue we implement the Licence to Bill Success Blueprint (find out more in my online course, The Spotted Orange Strategy). In summary one of the first things we do is work on the following:     Marketing Marketing is usually the way people let others know about their services (i.e Step 3. And its important to invest in marketing. The thing is, many...

Customer Acquisition

How to Avoid Being “Pushy” in Sales

Open more conversations with respect The other day one of the General Managers of a company I’ve been working with received an email from a service provider that was a competitor to one of the providers the company has been using. The email’s purpose was to start a conversation with the company and create the opportunity to demonstrate the service provider’s expertise/add some value. This ...

Outsourcing

Rise or Demise of Service Based Businesses

How Australians spent their money in 2014 I was reading the news the other day and came across the article on the Sydney Morning Herald, Welcome to the Barista Economy, 11 March 2015, by Jonathan Shapiro. The article sheds light on some interesting statistics -- the main one being that Australians are spending more on services than we’ve done before, taking information from the Christopher Ke...

Sales and Marketing

Big Take Aways From The Practice Growth Formula Workshop [2 of 2]

The most important things that came out of our recent event [2 of 2] Last week, we shared with you one of the big take aways that came out of the recent Practice Growth Formula workshop . Click here to read last week’s article if you missed it which is about client expectations. This week, we will share with you the second big take away from the workshop. Transitioning to a new revenue mode...

Sales and Marketing

Practice Growth Learnings February 2015

Big take-aways from Practice Growth Formula workshop The most important things that came out of our recent event Last Wednesday, we kicked off our two day Practice Growth Formula (PGF) workshop. We worked with 6 accountants from all over Australia, from firms with 2 partners up to 25 partners. It was a hands-on and practical workshop where we focused all of our attention on creating an impleme...

Sales and Marketing

Nail Your Point of Difference

The easiest way to nail your point of difference One of the first things my clients ask me to help them with is to help them articulate a point of difference. It might be something you’ve thought about before and found it difficult to figure out WHAT MAKES YOU DIFFERENT? So I thought I would record a short tip for you about this. First, lets consider why it is we want a point of difference:...

Sales and Marketing

Business Tips: 5 Ways To Grow Your Revenue This Year

I had big dreams for my business when I first started. My vision was to help accountants, coaches and other professionals see the bigger picture and live the life they want, by creating businesses that supported them. In the process, I could start living the life I wanted – more quality time with family, friends and my health. I thought that by getting out there and spreading my message on stag...

Sales and Marketing

Marketing Communication: Are Your Clients Engaging with Your Message?

How can a compelling message help you create more fees? How do you rate the effectiveness of your marketing communication? I was watching a TED talk the other day about how the Colombian government used clever messaging to demobilise almost more than 17,000 guerrilla fighters over the past few years. That is, they managed to persuade more than 17,000 men and women to put down their arms and let ...

Sales and Marketing

Clever Growth Planning Over The Holiday Season

Here are some reasons why now is the best time to make things happen: Every year, we open the doors to the holiday season on Melbourne Cup Day. From that day onwards, we spend more and more time at Christmas functions, end of year drinks and celebratory lunches. You’re probably working hard right now to get things wrapped up for clients so that you can take a well-deserved break over the Chr...

New Business Ideas

How to make closing a sale easier than ever

The dos and don’ts when offering your services to potential clients I’ve been looking for a great marketing consultant for a little while. The last two I met with didn’t work out. The conversations went well, but somehow at the end when they presented their service offering to me -- I immediately knew they weren’t the right fit. I politely told them I needed to think about it. I wasn...

Sales and Marketing

Lessons from sales failures

Lessons learned from recent introductory event Recently, I ran an introductory evening event called “sales growth evening”. It was designed to teach the audience some sales techniques and get them thinking about how to structure their business in a way that will attract the right clients and at better fees. At the end, those who wanted could sign up to one of my workshops or apply to work ...

Business Coaching

What I learnt from spending 3 days with accountants [3 of 3]

Being “present” isn’t just a good to have, it’s essential for winning more sales Over the past couple of weeks I’ve been sharing with you two of the best things attendees got from coming to the recent Practice Growth Formula workshop. If you missed them, you can access them here: If you only do it once don’t do it at all Packaging for premium positioning Here’s the last one I’m...

Accounting

What I learnt from spending 3 days with accountants [2 of 3]

Packaging for premium positioning in the market Last week I shared with you one of the “best things” that recent attendees got out of the Practice Growth Formula workshop I presented at. The best thing I shared with you last week was the principle “if you only do it once, doesn’t do it at all”. If you missed it, you can read it by clicking here Here is the second best thing our attend...

Accounting

What I learnt from spending 3 days with accountants

If you only do it once, don’t do it at all. How systems can transform your business. Recently I presented my 12 step sales process at the Practice Growth Formula workshop in Sydney. It was a small group of 8 and we went through: 1.The 3 pillars of practice growth 2.Our client’s buying psychology 3.Secrets to premium positioning in the minds of our clients The majority of our group of 8 were...

Sales and Marketing

Are you stuck selling the old way? Why you need to change

We’re all problem solvers. This is the fundamental characteristic that makes us great at servicing our clients. It’s also one of the biggest reasons why professionals struggle to sell more high value strategic work and get stuck doing time consuming, low value work.   Of course, there are important foundations you need to put in place to prepare your business for rapid growth. Like packaging...

Sales and Marketing

Making your written proposals pop part 3 - how you start is how you finish

Over the past few weeks I’ve shared with you a few ways to make your proposals pop. The first strategy was around using stories. The second was in the way you use your language, and specifically, LESS is MORE. This last article is about how you start your proposal to change the way you finish. The key thing to remember is that you must ALWAYS start AND finish by getting straight to the point...

Sales and Marketing

Increasing your share of value added services

All of my clients want to sell more value added services. And it’s because when our clients buy value added services from us, we get the opportunity to really make a difference. We get to provide valuable advice to point our clients in the right direction. It doesn’t matter whether you sell legal services, accounting services or migration services. When you’re able to do more for your cli...

Sales and Marketing

Refresh your leads list at least once a year

Have you been to a few networking events in the past where you met some great people but haven’t had a chance to catch up with them again since? Or maybe you’ve had a coffee meeting with potential clients but haven’t been in touch for 6 months or more? Do you feel like those contacts have gone cold now and they wouldn’t remember you even if you called them again? Well think again! Obv...

Sales and Marketing

You’ve avoided frost bite, but are you keeping clients warm?

Last week I gave you ideas on how to avoid frost bite. That is, how do you avoid having your relationships and your networks go COLD. The thing is, just because they’re not COLD doesn’t mean that they’re WARM. The other day I got a call from one of the banks I have a credit card with. I use the card almost every day and I like getting their emails to enter competitions to win a dream hol...

Sales and Marketing

Beware of frostbite...

Every time I visit a place like Scotland or New Zealand I come down with the flu. The cold temperatures just don’t seem to agree with me and my body shuts down.  So the last time I visited Scotland I bought myself thermals, a wind and water resistant puffy jacket, a cashmere scarf and leather gloves. I was PREPARED to stay WARM. It got me thinking about business and what happens when we let ...

Sales and Marketing

Creating value in conversations

Selling You When we think about sales and salespeople, we instantly get the image of someone in a shiny suit who has the “gift of the gab”.  That person is a little arrogant, a little (or a lot) pushy and they SELL YOU into buying whatever it is they’re offering. That image probably comes from used car sales people back in the day, before the internet and when there was a high level of...

Sales and Marketing

5 sales numbers to measure

On Tuesday, I sent out a sales tip (aka “Tuesday’s Tips”) to my subscribers which was to ALWAYS measure your sales numbers. Not just your revenue and the top line, but also the numbers that contribute to those numbers (you can view the tip here). In this article, I’ll share with you the 5 sales numbers you MUST measure. This will help you identify which areas need improvement and how qu...

Sales and Marketing

Don’t push 6 steam trains at once - increase your sales one step at a time

Are you just starting up a business? Or are you in the process of implementing rapid growth? Whenever we create a strategy to take our business to the next level, whether its getting off the ground, diversifying or acquiring new markets, we want to get everything right. We have a tendency to want to create a growth plan that takes advantage of every possible avenue, like: Getting more referr...

Customer Acquisition

Learnings from recent workshop - How to turn the hardest part of sales into the easiest

Turn the hardest part in sales into the easiest Key learnings from the Practice Growth Formula workshop Many people enjoy having a chat with clients about their problems and helping them come up with solutions. What people don't enjoy so much is the part where they need to ask clients to buy their service and the price discussion that follows. This is what I found was the case at the Practice G...

Business Coaching

5 Revenue Streams You Can Add to Your Business Today

One problem experienced by many service based businesses is that they only have a single revenue stream - fee for service. That means that the only way they can get paid is if they have clients who are willing to pay for their time. Is this how your business works too? As you'll know, this means if you're not at work then you don't get paid. Simple. You're probably thinking -what other revenue...

Sales and Marketing

Read this before you waste time and money on marketing

When I work with clients to grow their revenue we implement the Licence to Bill Success Blueprint (find out more in my online course, The Spotted Orange Strategy). In summary one of the first things we do is work on the following:     Marketing Marketing is usually the way people let others know about their services (i.e Step 3. And its important to invest in marketing. The thing is, many...

Customer Acquisition

How to Avoid Being “Pushy” in Sales

Open more conversations with respect The other day one of the General Managers of a company I’ve been working with received an email from a service provider that was a competitor to one of the providers the company has been using. The email’s purpose was to start a conversation with the company and create the opportunity to demonstrate the service provider’s expertise/add some value. This ...

Outsourcing

Rise or Demise of Service Based Businesses

How Australians spent their money in 2014 I was reading the news the other day and came across the article on the Sydney Morning Herald, Welcome to the Barista Economy, 11 March 2015, by Jonathan Shapiro. The article sheds light on some interesting statistics -- the main one being that Australians are spending more on services than we’ve done before, taking information from the Christopher Ke...

Sales and Marketing

Big Take Aways From The Practice Growth Formula Workshop [2 of 2]

The most important things that came out of our recent event [2 of 2] Last week, we shared with you one of the big take aways that came out of the recent Practice Growth Formula workshop . Click here to read last week’s article if you missed it which is about client expectations. This week, we will share with you the second big take away from the workshop. Transitioning to a new revenue mode...

Sales and Marketing

Practice Growth Learnings February 2015

Big take-aways from Practice Growth Formula workshop The most important things that came out of our recent event Last Wednesday, we kicked off our two day Practice Growth Formula (PGF) workshop. We worked with 6 accountants from all over Australia, from firms with 2 partners up to 25 partners. It was a hands-on and practical workshop where we focused all of our attention on creating an impleme...

Sales and Marketing

Nail Your Point of Difference

The easiest way to nail your point of difference One of the first things my clients ask me to help them with is to help them articulate a point of difference. It might be something you’ve thought about before and found it difficult to figure out WHAT MAKES YOU DIFFERENT? So I thought I would record a short tip for you about this. First, lets consider why it is we want a point of difference:...

Sales and Marketing

Business Tips: 5 Ways To Grow Your Revenue This Year

I had big dreams for my business when I first started. My vision was to help accountants, coaches and other professionals see the bigger picture and live the life they want, by creating businesses that supported them. In the process, I could start living the life I wanted – more quality time with family, friends and my health. I thought that by getting out there and spreading my message on stag...

Sales and Marketing

Marketing Communication: Are Your Clients Engaging with Your Message?

How can a compelling message help you create more fees? How do you rate the effectiveness of your marketing communication? I was watching a TED talk the other day about how the Colombian government used clever messaging to demobilise almost more than 17,000 guerrilla fighters over the past few years. That is, they managed to persuade more than 17,000 men and women to put down their arms and let ...

Sales and Marketing

Clever Growth Planning Over The Holiday Season

Here are some reasons why now is the best time to make things happen: Every year, we open the doors to the holiday season on Melbourne Cup Day. From that day onwards, we spend more and more time at Christmas functions, end of year drinks and celebratory lunches. You’re probably working hard right now to get things wrapped up for clients so that you can take a well-deserved break over the Chr...

New Business Ideas

How to make closing a sale easier than ever

The dos and don’ts when offering your services to potential clients I’ve been looking for a great marketing consultant for a little while. The last two I met with didn’t work out. The conversations went well, but somehow at the end when they presented their service offering to me -- I immediately knew they weren’t the right fit. I politely told them I needed to think about it. I wasn...

Sales and Marketing

Lessons from sales failures

Lessons learned from recent introductory event Recently, I ran an introductory evening event called “sales growth evening”. It was designed to teach the audience some sales techniques and get them thinking about how to structure their business in a way that will attract the right clients and at better fees. At the end, those who wanted could sign up to one of my workshops or apply to work ...

Accounting

What I learnt from spending 3 days with accountants [2 of 3]

Packaging for premium positioning in the market Last week I shared with you one of the “best things” that recent attendees got out of the Practice Growth Formula workshop I presented at. The best thing I shared with you last week was the principle “if you only do it once, doesn’t do it at all”. If you missed it, you can read it by clicking here Here is the second best thing our attend...

Business Coaching

What I learnt from spending 3 days with accountants [3 of 3]

Being “present” isn’t just a good to have, it’s essential for winning more sales Over the past couple of weeks I’ve been sharing with you two of the best things attendees got from coming to the recent Practice Growth Formula workshop. If you missed them, you can access them here: If you only do it once don’t do it at all Packaging for premium positioning Here’s the last one I’m...

Accounting

What I learnt from spending 3 days with accountants

If you only do it once, don’t do it at all. How systems can transform your business. Recently I presented my 12 step sales process at the Practice Growth Formula workshop in Sydney. It was a small group of 8 and we went through: 1.The 3 pillars of practice growth 2.Our client’s buying psychology 3.Secrets to premium positioning in the minds of our clients The majority of our group of 8 were...

Sales and Marketing

Are you stuck selling the old way? Why you need to change

We’re all problem solvers. This is the fundamental characteristic that makes us great at servicing our clients. It’s also one of the biggest reasons why professionals struggle to sell more high value strategic work and get stuck doing time consuming, low value work.   Of course, there are important foundations you need to put in place to prepare your business for rapid growth. Like packaging...

Sales and Marketing

Making your written proposals pop part 3 - how you start is how you finish

Over the past few weeks I’ve shared with you a few ways to make your proposals pop. The first strategy was around using stories. The second was in the way you use your language, and specifically, LESS is MORE. This last article is about how you start your proposal to change the way you finish. The key thing to remember is that you must ALWAYS start AND finish by getting straight to the point...

Sales and Marketing

Increasing your share of value added services

All of my clients want to sell more value added services. And it’s because when our clients buy value added services from us, we get the opportunity to really make a difference. We get to provide valuable advice to point our clients in the right direction. It doesn’t matter whether you sell legal services, accounting services or migration services. When you’re able to do more for your cli...

Sales and Marketing

Refresh your leads list at least once a year

Have you been to a few networking events in the past where you met some great people but haven’t had a chance to catch up with them again since? Or maybe you’ve had a coffee meeting with potential clients but haven’t been in touch for 6 months or more? Do you feel like those contacts have gone cold now and they wouldn’t remember you even if you called them again? Well think again! Obv...

Sales and Marketing

You’ve avoided frost bite, but are you keeping clients warm?

Last week I gave you ideas on how to avoid frost bite. That is, how do you avoid having your relationships and your networks go COLD. The thing is, just because they’re not COLD doesn’t mean that they’re WARM. The other day I got a call from one of the banks I have a credit card with. I use the card almost every day and I like getting their emails to enter competitions to win a dream hol...

Sales and Marketing

Beware of frostbite...

Every time I visit a place like Scotland or New Zealand I come down with the flu. The cold temperatures just don’t seem to agree with me and my body shuts down.  So the last time I visited Scotland I bought myself thermals, a wind and water resistant puffy jacket, a cashmere scarf and leather gloves. I was PREPARED to stay WARM. It got me thinking about business and what happens when we let ...

Sales and Marketing

Creating value in conversations

Selling You When we think about sales and salespeople, we instantly get the image of someone in a shiny suit who has the “gift of the gab”.  That person is a little arrogant, a little (or a lot) pushy and they SELL YOU into buying whatever it is they’re offering. That image probably comes from used car sales people back in the day, before the internet and when there was a high level of...

Sales and Marketing

5 sales numbers to measure

On Tuesday, I sent out a sales tip (aka “Tuesday’s Tips”) to my subscribers which was to ALWAYS measure your sales numbers. Not just your revenue and the top line, but also the numbers that contribute to those numbers (you can view the tip here). In this article, I’ll share with you the 5 sales numbers you MUST measure. This will help you identify which areas need improvement and how qu...

Sales and Marketing

Don’t push 6 steam trains at once - increase your sales one step at a time

Are you just starting up a business? Or are you in the process of implementing rapid growth? Whenever we create a strategy to take our business to the next level, whether its getting off the ground, diversifying or acquiring new markets, we want to get everything right. We have a tendency to want to create a growth plan that takes advantage of every possible avenue, like: Getting more referr...

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