today’s bissett bullet: “if we’re on dragon’s den, we ‘pitch.’ if we’re an accountant meeting with new potential clients, we build a relationship.”
by martin bissett
never fall into the trap that we are pitching for new work or that we should have a “spiel” of any kind. this is not a junior sales opportunity. the relationship that a business owner has with their accounting professional is known as the “most trusted” and as a result of that it should be treated with due reverence in each meeting scenario. even when you are in a “beauty parade” situation, you are not pitching for the business, you are building relationships. make sure that your language reflects that.
today’s to-do:
review the last meeting you had with a prospective client. if you were on their side of the table, were they being pitched to or were they having a relationship built with them?
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