today’s bissett bullet: “the less time we take telling our potential clients about what we do, the more time we have to learn about them. which discussion would they prefer?”
by martin bissett
we all know that everyone’s favorite subject is themselves and you and i are no different in that respect. when we go meet a potential client, they are providing us with an opportunity to learn about their business and that is more important than their opportunity to learn about us. if they want to know about us, they will have questions. we can form a simple, succinct introduction to our firm and invite further scrutiny.
the whole reason for this meeting is to understand where that business came from, where it is now, where it is going and how we are a better fit for them than the current accountant they have in place.
today’s to-do:
today formulate three questions that will really get the conversation flowing between you and a potential prospect.
see more bissett bullets here
to read the full article
