Today’s Bissett Bullet: “When a prospective client already has an accountant, it is important to recognize that although they are demonstrating an interest in working with you by agreeing to meet, there will be a degree of loyalty to the current firm even if they’ve identified the need for change.”
By Martin Bissett
This is important because it places them out of their comfort zone. They may feel apprehensive about severing ties and it may not be that the accountant is doing a bad job, simply that their business has grown past the point that the existing firm can continue to support them. Whatever the case, you won’t win an emotional argument with logic.
Today’s To-Do:
Look at the next prospect meeting in your diary. What do you know about them already that will help you to speak to them in emotional terms? Select a story about how you helped a similar client that may resonate and have it in your armory.
See more Bissett Bullets here
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