hint: be successful in life first.
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.
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.
more on selling: selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client
the client is buying the relationship, and they are asking themselves:
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