today’s bissett bullet: “how easy or difficult it is for an accountant to write a powerful proposal document is often dependent on how well the initial meeting with the prospective client went.”
by martin bissett
if i had a penny for every time somebody had reported a new business meeting they had attended and said to me, “martin, you don’t understand, there was just no client need. i’m not sure why i was there, i could see no opportunity.” all these three phrases are code for “i did not find the need,” “i did not create strong empathy and rapport,” “i did not put together a compelling commercial argument for that business to work with our accounting firm.”
if this is true of your client meeting, you will find a proposal very difficult to write because you will be competing on the fronts of price, geography and likeability rather than a return on investment, which is the front we should be fighting on.
today’s to-do:
when reviewing your next quote or proposal document read it from the client’s perspective before you present it to them and see if you would buy from you. if not, can you identify an opportunity you missed to build rapport? bear it in mind for the future.
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:
- proof creating
- proactivity mindset
- pipeline building
- pricing process
- progress making
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- personal brand establishing
- purpose articulation
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:
- a monthly digest email that will give you tips for your practice and accounting practice insights and
- 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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