Today’s Bissett Bullet: “Framing the conversation is a tremendously useful way of focusing a prospect on what the meeting is about.”
By Martin Bissett
When a prospective client walks into the first meeting with you, they think they know about accountants. In reality, they know a little bit about what their current accountant does and will measure you with the same stick. If you can do more for them, you need to educate them. Framing the conversation for a commercially minded business owner in terms of the outcomes you can achieve will help them to understand the true value of what you bring to their firm.
Explain that the purpose of the meeting is to find out all about them, but that you appreciate that they probably want to know more about you, too. Tell them about the business owner who you enabled to pay for their first vacation in years. About the client whose dream of early retirement was realized. Leave them with those stories spinning in their heads.
Today’s To-Do:
Every firm has resounding success stories, but very few leverage them to get across a sense of who they are. Find two or three relevant outcomes for clients of a similar size or sector for your next prospect meeting.
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