how do you feel in your own skin? it shows.
by martin bissett
business development on a budget
winning your first client is also known by various other names, including closing the first sale and winning the first deal. no matter what it’s called, it is one of the central principles you must follow as you begin the business development on a budget process.
what does it mean?
more: thirteen ways to show commitment | five ways to make selling easier | six keys to getting a proposal accepted | tell the world your worth | five questions for measuring partner potential | five ways to rally your firm to its culture | when would-be partners aren’t candidates | make your expertise a new-client magnet | don’t think of it as selling | experts: what it takes to become partner
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basically, it represents a mindset you must develop before you ever speak to a prospective new client. i developed the principle of winning your first client in response to a common concern often raised by partners of accounting firms – one that holds them back from going after new business. it’s the belief that they don’t really have anything to offer above and beyond what an organization is receiving from its current accountant.
if you are not convinced of your value to prospective clients, why should they believe it?
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