before you can succeed in business, get your house in order.
by martin bissett
winning your first client
you know the identity of your first client, and if you buy into you, then there’s a good chance of potential clients being prepared to do so, too.
more: perception, even your own, is reality | eight questions that target personal accountability | are you projecting confidence? | does client perception match your firm’s reality? | firm not thriving? five fixes | five questions for grading prospects | health, wealth, stealth: challenges on the path to partnership | don’t let recurring fees kill your practice | rate your personal purpose | five ways to make selling easier
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this is what we must remember about the purchasing of professional services such as accounting. if your prospective client is a grade a or b style opportunity for your firm, then they are not buying the services you provide per se. the services are the vehicles of delivery; the means to the end.
the client is buying the relationship, and they are asking themselves:
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