Today’s Bissett Bullet: “‘Businesses like what we have to say, they just don’t want to change their accountant.’ Really? Then why were they talking to you?”
By Martin Bissett
So often we make excuses for why we did not win work and why we did not have the guts to go through with actually asking for the business. I get told so often that a prospect does not want to change their accountant.
There are only two possibilities here:
1. Either they were wasting your time, unlikely, or
2. They did not have a strong enough case for changing, likely.
If that is the case, revisit exactly what is involved in your conversation with the prospective client because you were not there for the sake of their health. You were there to discuss them coming to work with you. If they do not want to change, ask yourself why not?
Today’s To-Do:
If you were to be honest with yourself, how many prospective clients really do not want to change their accountant, and how many just did not see the reason to? Now, on that basis with that reality confronted, be stronger in your next meeting with a prospective client.
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