what are you trying to build?
by martin bissett
business development on a budget
being a successful person according to your own measurement of that, and your own goals and your own standards is different for everyone.
more: eight questions for personal preparation | perception, even your own, is reality | stop waiting for business to come to you | four key questions about leadership | showing leadership through customer service | the real math behind the sales pipeline | keep business development going during busy season | walk the commitment walk | two steps toward mastering selling | thirteen ways to show commitment | clients can’t grow without you | seven mistakes in winning new fees | how to develop your communication abilities
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if you’re comfortable with yourself, it’s very likely that others will be too. if you understand the value that you offer (how you can improve a client’s situation to move them closer toward their personal and professional aspirations), you’re likely to be able to convey that value in front of a prospect.
that’s a huge part of successful business development that is not often talked about.
what if you feel that “selling” is stigmatized in the accounting profession?
for the 70 percent of accounting firm partners i’ve spoken to over the years who feel that there is a stigma attached to having to “sell” their professional services, i would like to change the word “selling” in your minds to one of two things, whichever one you prefer: either “relationship building” or “business developing.”
business developing or selling is essentially a process of building a relationship that’s going to last forever and that’s what we want to create a perception of with our clients.
we don’t want them for a year (unless they’re particularly hard work) – we want them for as long as possible. we want those recurring fees coming in, as it’s how we build our own personal wealth.
