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Bissett Bullet: How Much is Too Much?

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Today’s Bissett Bullet: “What level of detail should I go into during my first meeting with a prospective client?”

By Martin Bissett

There is no hard or fast rule and so the answer to this question is – it depends. The level of detail should be governed by how much the business is willing to discuss their situation with us. When it comes to talking about them, their business and what they find challenging, there is no such thing as too much detail. The more you discover, the better your understanding will be of how you can best help them and the stronger your proposal will be as a result.

Today’s To-Do:

In readiness for your next meeting, remember – the two things you don’t want to do are a) talk about price and b) bore them rigid with the ins and outs of YOUR firm. Arrive ready to talk about THEM.

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Bissett Bullet: Who is Taking Care of Your Team?

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Today’s Bissett Bullet: “What do your team need from you in order to be at their very best?”

By Martin Bissett

Your team will need four things in order to do their very best for your clients. They need to be secure mentally, socially, physically and financially. When was the last time you checked that this is the case? It is small gestures such as this that build loyalty in practice.

Today’s To-Do:

Find the time to speak to at least one of your team members today. Ask how they are and find out if there is anything they need from you.

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Bissett Bullet: Meet the Decision Maker

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Today’s Bissett Bullet: “If the prospective client you’re meeting with needs to ‘recommend’ your proposal to others, they are not the person who can make the decision.”

By Martin Bissett

In a number of cases in growing our firms, especially in larger businesses, we can sometimes be palmed off with recommenders and not actual decision makers and yet we treat them as if they are. Do not waste time with people who cannot authorize a payment to you.

Today’s To-Do:

Make sure in a new business meeting that you are meeting with at least one of the decision makers in the business. Also, make sure that any meeting that you have with a recommender is based purely on getting a meeting with a buyer next time.

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Bissett Bullet: The Big Three

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Today’s Bissett Bullet: “Growing your firm is possible even with limited time and resources, if you simply focus on the three most profitable exercises that build your credibility as an expert in your field.”

By Martin Bissett

Create high-level intellectual property such as a video series or a guest blog about a niche area for a trade association publication that can be repurposed for all manner of marketing collateral for your firm. If it is published in the places that your ideal clients are looking then you will find that you are attracting new opportunities rather than “selling,” and those appointments take far less time and resources to convert.

Today’s To-Do:

Start today. Dedicate a small amount of time every day to focus on three key things that will build credibility in your field. The rest is billable hours.

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