{"id":87246,"date":"2021-08-11t12:30:11","date_gmt":"2021-08-11t16:30:11","guid":{"rendered":"\/\/www.g005e.com\/?p=87246"},"modified":"2021-10-21t23:03:22","modified_gmt":"2021-10-22t03:03:22","slug":"three-scheduling-disciplines-to-boost-fees","status":"publish","type":"post","link":"\/\/www.g005e.com\/2021\/08\/11\/three-scheduling-disciplines-to-boost-fees\/","title":{"rendered":"the three habits of the rich accountant"},"content":{"rendered":"

\"businessman<\/a>they\u2019ll quickly become second nature.<\/strong><\/p>\n

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

you may be thinking right now, \u201cwell, very good, martin, but we have finite time. we\u2019re very, very busy people and we need to get business in the door, and therefore creation of opportunity becomes the issue.\u201d<\/p>\n

more: <\/b>you can\u2019t land your next client without this<\/a> | focus on your client\u2019s concerns, not yours<\/a> | 4 reasons selling is hard<\/a> | if you\u2019re selling, you\u2019re doing it wrong<\/a> | 8 questions for business success<\/a> | why believing in yourself matters<\/a> | what partners don\u2019t tell you<\/a> | don\u2019t wait for business to come to you<\/a> | your first sale is to yourself<\/a>
\n\"goprocpa.com\"exclusively for pro members. <\/span><\/strong>log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

regardless of whether we\u2019ve got 20 opportunities on our plate today or none, when the next one comes along we can\u2019t afford to be anything other than confident, comfortable, assured relationship builders who have tremendous value to offer. because people will see that body language, those voice tones and hear those words and it will be attractive. they will want to get to know more \u2013 they\u2019ll want to be able to look at options. they\u2019ll want to know what you\u2019ll charge, and they\u2019ll want to know what they\u2019ll get for what you charge.
\n
\nas the accounting profession increasingly goes toward a scenario where partners need to employ professional selling skills, then the more understanding we have as to why people choose us other than being recommended, the more competitive advantage we will have. so here are three everyday disciplines to start your proactive efforts to grow the practice with the right kind of work at the right kind of fee without spending huge amounts of money and time on either.<\/p>\n

    \n
  1. let\u2019s close the first sale to ourselves every single day before we even get started. let\u2019s prepare for our meetings having won the first client and knowing what value we can offer.<\/li>\n
  2. let\u2019s always allow in our diary, wherever possible, two slots for every appointment we need to make with each business in case they can\u2019t make the first one we offer. there\u2019s always an alternative, so that when they can\u2019t do that first date we don\u2019t lose control of the opportunity \u2013 we simply give them an alternative.<\/li>\n
  3. let\u2019s schedule all follow-ups that have to be done. whether it\u2019s debriefing our marketing team after a meeting, actually scheduling the next meeting in the diary, or preparing and rehearsing how we will present a proposal document to them, let\u2019s make sure that we never leave those initial meetings with prospective clients without having our second meeting in the diary \u2013 or our third meeting or our fourth meeting, whatever it may be. let\u2019s make sure all appointments are scheduled and we allow time to prepare for them, to debrief after them, and to attend them. otherwise, we\u2019re rushing and we\u2019re just diminishing our own chances of conversion.<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

    \"\/\/www.g005e.com\/2021\/08\/11\/three-scheduling-disciplines-to-boost-fees\/\"<\/a>
    \nproductivity tips that actually make money.<\/strong>
    \nby martin bissett<\/i>
    \n    winning your first client<\/em><\/a><\/p>\n","protected":false},"author":1343,"featured_media":44387,"comment_status":"open","ping_status":"closed","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":[1363,2271,3120,3002],"tags":[599],"class_list":["post-87246","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-featured","category-marketing","category-pro-member-exclusive","category-special","tag-time-management"],"acf":[],"yoast_head":"\nthe three habits of the rich accountant - 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