today’s bissett bullet: “one reason why accounting professionals find it difficult to sell is that they rarely give a reason to move that the prospect cares about.”
by martin bissett
so much of the profession is focused on fee and service and the prospect, if moving to you for your fee and service, will really only care about those two matters. that is not a trusted advisor relationship. a trusted advisor creates the outcomes that the prospect wants to see in their lives. that is what separates superior accounting firms from the rest of the pack.
today’s to-do:
when reading your most recent proposal document from the client’s perspective, what was the compelling reason for them to sign up? what did you show them that they couldn’t walk away from?
see more bissett bullets here
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