MARKETING & SALES

Don’t Sell to Clients, Attract Them

woman points to laptop to explain something to a female client

Demonstrate how your value meets their needs.

By Martin Bissett
Business Development on a Budget

It’s about time to realize that value is not about time.

MORE by Martin Bissett
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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.