today’s bissett bullet: “we might want to work with a potential client, and see the benefit to them of doing so, but that is immaterial if they themselves don’t understand why.”
by martin bissett
so often i am told by the accounting profession that they just cannot understand why a business did not come on board when it was so obvious as to the benefit to them for doing so.
the reality is, whether we see the necessity or not for a client to work with us, our opinion is irrelevant. the responsibility is incumbent upon us to make sure that the business sees a compelling reason for working together, and make sure that the reason creates a sense of urgency that allows them to give us a decision in our favor.
let’s not fall into the trap of thinking that just because we understand why they should change that the business automatically does too.
today’s to-do:
give thought today to the next meeting you have got coming up in your diary with a potential, or indeed existing, client. make sure you have a way prepared of making the client or prospect understand why working with you is in their best commercial interests.
see more bissett bullets here
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introducing never mind the bullets
introducing “never mind the bullets,” an easy digital digest of the book of the same name written by martin bissett, bringing you 366 days of motivation and insight for growing your firm the proven way.
what’s included in “never mind the bullets” digital?
with a “to do” for each day of the year, the topics covered by martin’s daily teachings are:
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- proactivity mindset
- pipeline building
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for 366 days, you will receive a daily email with an insight that comes with an in-depth explanation and an immediately implementable “to do” for every day of the year.
in addition to the “never mind the bullets” daily email, you will receive the following:
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- bonus video content to take a deeper dive into a range of topics, including pricing, pipeline and practice growth
what you will learn
you will learn how to quickly increase your credibility in the marketplace, get clarity on your message, build your pipeline, construct your marketing program, become confident in your pricing and learn from the mistakes and successes taken from martin’s 25-year career working with over 1800 accounting firms from around the world.
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