today’s bissett bullet: “you should be in control of what happens next but allow the prospect to be in control of when it happens.”
by martin bissett
accounting professionals are generally of a more technical, reactive background and aren’t used to working in the kind of proactive manner that is required for business development. when we finish a meeting with a potential new client and are at the stage where we need to ask for the next meeting, it can feel as though we’re being pushy.
when you ask a prospect when would be appropriate to come back and talk them through your solutions and they tell you they have a busy period coming up and can’t possibly meet for three weeks, that’s fine, simply suggest a date three weeks away. allow them to dictate when the next meeting happens as long as it does. they will then be happy to meet with you without feeling bullied or manipulated and you will have the opportunity to see them again having given careful consideration to your proposal.
today’s to-do:
role play this scenario with a colleague. when you realize that this approach doesn’t feel pushy on the receiving end, you’ll feel more comfortable asking for the meeting in future.
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