eight questions to ask yourself.
by martin bissett
winning your first client
you know the identity of your first client, and if you buy into you, then there’s a good chance of potential clients being prepared to do so, too.
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this is what we must remember about the purchasing of professional services such as accounting. if your prospective client is a grade a or b style opportunity for your firm, then they are not buying the services you provide per se. the services are the vehicles of delivery; the means to the end.
the client is buying the relationship, and they are asking themselves:
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