today’s bissett bullet: “resolving concerns is an area in which the new client process can easily collapse if handled incorrectly, but it doesn’t have to be a showstopper.”
by martin bissett
it’s natural to feel a little helpless. notice how you put in all of that hard work only to hit a roadblock? notice that you keep hearing the same concerns? “we will do something with you, but not right now” and “we need to think about this, we’ll come back to you” are two that you will hear time and time again.
in this situation, all the prospect is telling you is that they feel like they’ve lost control of what’s happening and are pushing back to regain that control. let them take it. control the process of sale so you know it’ll happen and can forecast your growth, but remove their discomfort by allowing them to dictate the timescale.
today’s to-do:
understanding and resolving concerns is a specialist ability that takes practice to develop. prepare your responses to the examples above so you’re not caught on the back foot the next time you hear them and are able to focus on convincing your prospect that it is in their commercial interest to make the move to your firm.
see more bissett bullets here
grow your firm in daily bite-sized steps on a budget
- do you want to grow your firm into the practice you want?
- are you suffering from overwhelm and don’t know where to start?
- do you need proven and practical advice but time and resource is in short supply?
- do you need a daily dose of insight that’s easy to implement to help grow your firm in bite-sized chunks that fits into your budget?
introducing never mind the bullets
introducing “never mind the bullets,” an easy digital digest of the book of the same name written by martin bissett, bringing you 366 days of motivation and insight for growing your firm the proven way.
what’s included in “never mind the bullets” digital?
with a “to do” for each day of the year, the topics covered by martin’s daily teachings are:
- proof creating
- proactivity mindset
- pipeline building
- pricing process
- progress making
- profitability increase
- personal brand establishing
- purpose articulation
for 366 days, you will receive a daily email with an insight that comes with an in-depth explanation and an immediately implementable “to do” for every day of the year.
in addition to the “never mind the bullets” daily email, you will receive the following:
- a monthly digest email that will give you tips for your practice and accounting practice insights and
- bonus video content to take a deeper dive into a range of topics, including pricing, pipeline and practice growth
what you will learn
you will learn how to quickly increase your credibility in the marketplace, get clarity on your message, build your pipeline, construct your marketing program, become confident in your pricing and learn from the mistakes and successes taken from martin’s 25-year career working with over 1800 accounting firms from around the world.
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