MARKETING & SALES

You have to believe in yourself.

By Martin Bissett
 Business Development on a Budget

“No man has the ability to step outside of the shadow of his own character.” – Robespierre

As far as our potential clients are concerned, how they perceive us is how we really are to them, regardless of the truth of the matter.

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Because of this, it’s important to realize that when we are meeting a new potential client who has not been referred to us, it does not matter what the reality of our value proposition is; it matters how that potential client perceives our value proposition. Therefore, to be effective in winning work, we must understand how we can positively influence their perception of us at each stage of the relationship-building process.
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Today’s Bissett Bullet: “So many judgments are made of us as accountants by prospective clients, sometimes even before we open our mouths.”

By Martin Bissett

Conclusions made about you by a potential client may be drawn from nothing more than the car you arrive in, for example, and that can be tricky. If the car is deemed too basic, the assumption will be that you’re not as successful as you say. Too flashy a car, however, and the inference will be that you’re splashing your client’s cash – “No wonder she charges us so much, we’re funding her lifestyle!” It’s a hard one to get right but as a rule, the aim is to project prosperity, not opulence.

It is important to present as professional an image as possible. In addition to clean, well pressed clothes and fresh breath, taking out an up-to-date laptop, using the latest phone and taking notes with a good quality pen are all external indicators of who and what you are and what it would be like to work with you.

Today’s To-Do:

Make sure that everything about your appearance is as professional as it could possibly be in order to create the right first impression with any potential clients.

See more Bissett Bullets here

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Tracking your interactions is key.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

If you recently passed the CPA exam, Bar or other professional designation, congratulations. You put a lot of work and time into learning about the technical aspect of your profession.

MORE by August J. Aquila
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Unfortunately, what they didn’t teach you is how to build a professional practice, gain clients and understand client needs. These talents are just as important as being a good auditor, tax consultant or management consultant.
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