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.
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