How to Win Your First Client

Young businessman knotting his necktieBONUS CHECKLIST: 9 points to review before you meet with a potential client.

By Martin Bissett
Business Development On a Budget

Winning Your First Client is also known by various other names, including Closing the First Sale and Winning the First Deal. No matter what it’s called, it is one of the central principles you must follow as you begin the Business Development on a Budget process.

What does it mean?

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Basically, it represents a mindset you must develop before you ever speak to a prospective new client. I developed the principle of Winning Your First Client in response to a common concern often raised by partners of accounting firms – one that holds them back from going after new business. It’s the belief that they don’t really have anything to offer above and beyond what an organization is receiving from its current accountant.