How can expect any prospect to buy into us?
By Martin Bissett
Winning Your First Client
It’s about time to realize that value is not about time.
MORE: Focus On Your Client’s Concerns, Not Yours | 4 Reasons Selling Is Hard | If You’re Selling, You’re Doing It Wrong | 8 Questions for Business Success | Why Believing in Yourself Matters | What Partners Don’t Tell You | Don’t Wait for Business to Come to You | Your First Sale Is to Yourself
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When I look back on the research that has been conducted by various groups as to the biggest obstacles accounting firms cite to growing their practice,
- 50 percent said creating opportunities,
- 25 percent said knowing how to close deals
- and the remainder said having self-confidence in presenting and then being able to positively differentiate from their competition.
Let’s not sell, let’s attract.
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