what’s the difference? compliance sells on fee; advisory sells on value.
by martin bissett
understanding selling
i’ve been asking you to believe in yourself, to get your potential clients to open up to you and to demonstrate to them the outcomes that working with you and your firm would create in their personal and professional lives.
more on selling: 3 ways to convert scheduling practices to new fees | 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
now here’s a checklist for you to run through before you begin your next business development initiative, and before each new business appointment that you have.
to read the full article
