![\"sales_problem](\"https:\/\/inovautus.com\/wp-content\/uploads\/2011\/06\/sales_problem-solving-300x200.jpg\")
<\/p>\n<\/p>\n
have a conversation, not a pitch.<\/strong><\/p>\n by sarah johnson dobek<\/i> why focus on solving your clients\u2019 problems? the simple answer is, why wouldn\u2019t you?<\/strong><\/p>\n more: <\/b>the right dna for growth<\/a> | seven reasons your growth plans are stalled<\/a> | five ways to grow new service lines<\/a> | how crisis illuminates your biz dev skills<\/a> | take the pressure of \u2018selling\u2019 out of \u2018cross-selling\u2019<\/a> most people don\u2019t get into business to not<\/strong> solve their clients\u2019 problems. when we go out and present ourselves to potential clients, we tend to forget to focus on the very simple concept of problem-solving. instead of learning how we can help their business, we tend to focus on making sure they know we<\/strong> are credible or have been in business for xx years. what your potential clients really want to know is: have you worked with other businesses like mine?<\/strong> this could translate to industry experience or it could translate to experience with scenarios or situations similar to theirs. go beyond just listing what you\u2019ve done. potential clients want to hear the story of how you helped businesses through difficult situations. share real-life case studies and outcomes from your work.<\/p>\n when you present your services, take the time to adjust your standard approach a little based on what you know about their situation. for example, if you are proposing on an audit, talk about the areas where you might make adjustments to your standard procedures based on their specific situation. you will still go through the same steps, but what you look for or request might change slightly based on the business. the same might hold true on the tax side of the business.<\/p>\n you don\u2019t have to be a used car salesperson. prospects want a conversation, not a pitch. be honest and have a conversation with them as if they were already a client and they will get the experience they are really looking for.<\/p>\n whether it happens via video chat or in person, take the time to meet your prospect and learn about their business.<\/p>\n prospects want to know you want their business. being persistent will show them how important they are to you.<\/p>\n not just the ones you think they want to hear about. most prospects want to hear about everything you can do. they might not be ready to engage you yet, but the global picture can help.<\/p>\n
\ninovautus consulting<\/i><\/a><\/p>\n
\n![\"goprocpa.com\"](\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2016\/08\/yellow_key_clip_art-e1375897299811-36p-hi-1-e1603911598474.jpg\")
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
\n
\nhere\u2019s the interesting thing; while those facts are important, they aren\u2019t the most important thing the professional service buyer wants to know. the number one thing buyers want is a personalized understanding of their<\/strong> situation. some of you may be thinking, \u201cthat\u2019s not possible, there is no way i can have a personalized understanding of their business.\u201d but you can.<\/strong><\/p>\ntell your story<\/b><\/h5>\n
customize your approach<\/strong><\/h5>\n
take the pressure off<\/strong><\/h5>\n
don\u2019t forgo the face-to-face meeting<\/strong><\/h5>\n
follow up and follow through<\/strong><\/h5>\n
present all your services \u2026<\/strong><\/h5>\n