{"id":39276,"date":"2015-04-05t05:00:09","date_gmt":"2015-04-05t09:00:09","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=39276"},"modified":"2018-04-02t12:14:54","modified_gmt":"2018-04-02t16:14:54","slug":"selling-dont-chase-new-fees-attract","status":"publish","type":"post","link":"\/\/www.g005e.com\/2015\/04\/05\/selling-dont-chase-new-fees-attract\/","title":{"rendered":"when selling, don\u2019t chase new fees, attract them"},"content":{"rendered":"

\"\"focus on the client’s concerns, not your own.<\/strong><\/p>\n

by martin bissett<\/i>
\nwinning your first client<\/em><\/a><\/span><\/p>\n

let\u2019s start with two simple definitions to avoid any confusion:<\/p>\n

    \n
  1. the purpose of marketing is to create the opportunity.<\/li>\n
  2. the purpose of business development (sales) is to convert that opportunity into a paying client.<\/li>\n<\/ol>\n

    more on selling:<\/b>\u00a0<\/b>selling vs. attracting to build relationships<\/a> | when selling, don\u2019t chase new fees, attract them<\/a> | selling accounting services doesn\u2019t have to be hard!<\/a> | \u2018selling\u2019 isn\u2019t a dirty word<\/a> | 8 factors in practice development success<\/a> | in sales, perception is reality<\/a> | success begins with accountability<\/a> | do you realize you\u2019re failing?<\/a> | winning your first client<\/a><\/span><\/p>\n

    \"goprocpa.com\"exclusively for pro members.\u00a0<\/span><\/strong>log in here<\/a>\u00a0or\u00a02022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

    when we meet with prospective clients \u2013 and i say this as someone who has sat in on many hundreds of meetings of this nature \u2013 we rarely give potential clients a reason to buy from us that they care about.<\/p>\n

    read more →<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

    \"\"focus on the client’s concerns, not your own.<\/strong><\/p>\n

    by martin bissett<\/i>
    \n    winning your first client<\/em><\/a><\/span><\/p>\n

    let\u2019s start with two simple definitions to avoid any confusion:<\/p>\n

      \n
    1. the purpose of marketing is to create the opportunity.<\/li>\n
    2. the purpose of business development (sales) is to convert that opportunity into a paying client.<\/li>\n<\/ol>\n
      \n

      more on selling:<\/b>\u00a0<\/b>selling vs. attracting to build relationships<\/a> | when selling, don\u2019t chase new fees, attract them<\/a> | selling accounting services doesn\u2019t have to be hard!<\/a> | \u2018selling\u2019 isn\u2019t a dirty word<\/a> | 8 factors in practice development success<\/a> | in sales, perception is reality<\/a> | success begins with accountability<\/a> | do you realize you\u2019re failing?<\/a> | winning your first client<\/a><\/span><\/p>\n

      \"goprocpa.com\"exclusively for pro members.\u00a0<\/span><\/strong>log in here<\/a>\u00a0or\u00a02022世界杯足球排名 today<\/a>.<\/span><\/p>\n<\/blockquote>\n

      when we meet with prospective clients \u2013 and i say this as someone who has sat in on many hundreds of meetings of this nature \u2013 we rarely give potential clients a reason to buy from us that they care about.<\/p>\n

      read more →<\/a><\/p>\n","protected":false},"author":1343,"featured_media":53807,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[2271,3120],"tags":[216,20],"class_list":["post-39276","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing","category-pro-member-exclusive","tag-sales","tag-training","membership-content","access-restricted"],"acf":[],"yoast_head":"\nwhen selling, don\u2019t chase new fees, attract them - 卡塔尔世界杯常规比赛时间<\/title>\n<meta name=\"description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"\/\/www.g005e.com\/2015\/04\/05\/selling-dont-chase-new-fees-attract\/\" \/>\n<meta property=\"og:locale\" content=\"en_us\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"when selling, don\u2019t chase new fees, attract them - 卡塔尔世界杯常规比赛时间\" \/>\n<meta property=\"og:description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta property=\"og:url\" content=\"\/\/www.g005e.com\/2015\/04\/05\/selling-dont-chase-new-fees-attract\/\" \/>\n<meta property=\"og:site_name\" content=\"卡塔尔世界杯常规比赛时间\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/cpatrendlines\" \/>\n<meta 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