what to say instead.
by ed mendlowitz
202 questions and answers: managing an accounting practice
question: i usually give away too much info at a meeting to get a new client.
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we simply answer too many of their questions during the initial meeting. we don’t know how much info to give away so the possible new client will get hooked and not take the information and run to somebody else.
usually the somebody else is cheaper. how do i find the right balance?
comment and response: my partner frank always complained to me that i did the same thing.
i don’t think that i gave away too much info. but i may have given the impression that i was an “expert” in everything, which no one can be. that lessened my importance as a specialist who could handle their issues, reducing my and my firm’s value.
after time, i held back by saying that their question was something that my partners or someone else from my firm was expert in and would handle for them, when (never say “if”) we are engaged.