Bissett Bullet: Push and Pull
Today’s Bissett Bullet: “Selling ‘pushes’ something to a prospective client. Attracting them to buy ‘pulls’ them toward your value. There’s a big difference.”
By Martin Bissett
Never Mind the Bullets
Bissett Bullet: Let Them Control ‘The When’
Today’s Bissett Bullet: “You should be in control of what happens next but allow the prospect to be in control of WHEN it happens.”
By Martin Bissett
Accounting professionals are generally of a more technical, reactive background and aren’t used to working in the kind of proactive manner that is required for business development. When we finish a meeting with a potential new client and are at the stage where we need to ask for the next meeting, it can feel as though we’re being pushy.
When you ask a prospect when would be appropriate to come back and talk them through your solutions and they tell you they have a busy period coming up and can’t possibly meet for three weeks, that’s fine, simply suggest a date three weeks away. Allow them to dictate when the next meeting happens as long as it does. They will then be happy to meet with you without feeling bullied or manipulated and you will have the opportunity to see them again having given careful consideration to your proposal.
Today’s To-Do:
Role play this scenario with a colleague. When you realize that this approach doesn’t feel pushy on the receiving end, you’ll feel more comfortable asking for the meeting in future.
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Bissett Bullet: Our Firm Prides Itself on Underresourcing Your Future
Today’s Bissett Bullet: “As the old saying goes, we esteem too lightly that which we obtain too cheaply. That goes for low fees in the accounting profession too.”
By Martin Bissett
When you lowball a fee, do you instill confidence in the prospective client that you’ll be giving your full and very best attention and resources to their account? From real-life feedback, I can advise that Grade “A” prospects doubt that very much.
Today’s To-Do:
When you next lowball a fee, create a justification in your mind for doing so beyond “we need the business” and explain it to the team who will have to deliver the work under such tight margins. They will benefit from the understanding and morale might not take as big of an intangible hit as it usually does in these cases.
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Bissett Bullet: Don’t Fall at the First Hurdle
Today’s Bissett Bullet: “I told your person on the phone I was happy with what my accountant does. Good. Tell me how they get involved with influencing your future.”
By Martin Bissett
We are very easily thrown off the scent when a concern is raised against us. We automatically interpret this as rejection and as such do not use common sense to deal with what is a fairly straightforward issue. When somebody tells you that whoever they booked the meeting with was informed that you were perfectly happy, this is them demonstrating to you that they are scared about the possibility of changing. Put them at their ease with a very simple follow-on question and make sure that they know that you are not so easily put off.
Today’s To-Do:
If available, ask a colleague to practice resolving concerns with you in a safe, comfortable environment so that you do not freeze in the real situation.
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Bissett Bullet: The Future Doesn’t Belong to Those Who ‘Get By’
Today’s Bissett Bullet: “If you are not seeing growth in your firm, there is only so long that you can stand back and wait before you must take control of your own destiny.”
By Martin Bissett