build trust by giving prospects a small sample of value.
[for another view, see when not to offer a free initial consultation]
by sandi smith, cpa
accountant’s accelerator
today’s biggest marketing challenge for soloists and small firms is getting people’s attention, then getting their trust. one way to completely overcome the trust issue is to let prospects receive a small sample of value from you at no charge.
related: the success secrets women already know • why you’re missing out on 98% of your new business potential • the missing ingredient in your marketing that will make all the difference • 3 steps to start running on millionaire time • on the road to a stress-free life: identify your character strengths • the power of deadlines in closing a deal • his and her brains at work in tax and accounting • 5 mistakes to avoid when seeking new clients • the top 12 business card blunders accountants make •
because the trust factor is at an all-time historical low, as a practitioner you need to do one or more of several things before clients will do business with you in most cases:
- spend a lot of time developing individual relationships until people trust you,
- provide a complementary sample of value up front,
- spend a lot of time in the proposal stage wooing the prospect.
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