today’s bissett bullet: “business owners are busy people. if they already have an accounting firm and have asked or agreed to spend time meeting with you, you can safely assume they’re open to change. don’t lose momentum.”
by martin bissett
picture this scenario. you’ve met with a potential client and it’s gone well. they may have given you a tour of their offices, you’ve talked through their issues and you know you can help them but the meeting has reached its natural conclusion and this is when you say goodbye and promise to send a proposal. don’t do that.
instead, tell them that you have identified several ways in which you can help them and need to put some thought into the best solution. suggest the second meeting for a date that gives you sufficient time to prepare your proposal. if they are resistant to meeting again when they’ve been willing to invest time into speaking with you, then that should be a red flag that something has gone wrong during your meeting.
today’s to-do:
there is a very real possibility that the above approach will be met with a request for your proposal to be emailed. practice doing the following so that it feels natural when you next have a conversation with a potential new client:
ask who else in the business is involved in the decision to hire another accounting firm and when would be convenient to get everyone involved in the process in a room so you can share your thoughts with them all and give everyone a feel for what it would be like to work together.
see more bissett bullets here
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