someone else got the client. do you know why?
by august j. aquila
price it right: how to value accounting services
this is not another sermon that tells you that each “no” gets you closer to a “yes” when you are selling. the purpose of this post is to improve your proposal success ratio so that you get fewer “nos” and more “yeses.”
more: three more strategies for growing your practice | four strategies for building your practice | market technology services through workshops and training | the secrets of great business developers | dodge the four curses of a production orientation | client acquisition never stops | ‘sales’ is not a four-letter word | maybe what you need is a marketing audit | three types of marketing message, and which is best
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i am an advocate of doing client and prospective client satisfaction surveys. if you aren’t doing followup surveys with lost prospects and clients you have lost to other firms, i suggest that you start now. you can gain a better understanding of why you lose prospects and clients, and then you can change whatever it is that you are doing wrong and be more successful in bringing in new business and keeping it.
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