today’s bissett bullet: “you should be in control of what happens next but allow the prospect to be in control of when it happens.”
by martin bissett
accounting professionals are generally of a more technical, reactive background and aren’t used to working in the kind of proactive manner that is required for business development. when we finish a meeting with a potential new client and are at the stage where we need to ask for the next meeting, it can feel as though we’re being pushy.
when you ask a prospect when would be appropriate to come back and talk them through your solutions and they tell you they have a busy period coming up and can’t possibly meet for three weeks, that’s fine, simply suggest a date three weeks away. allow them to dictate when the next meeting happens as long as it does. they will then be happy to meet with you without feeling bullied or manipulated and you will have the opportunity to see them again having given careful consideration to your proposal.
today’s to-do:
role play this scenario with a colleague. when you realize that this approach doesn’t feel pushy on the receiving end, you’ll feel more comfortable asking for the meeting in future.
see more bissett bullets here
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introducing never mind the bullets
introducing “never mind the bullets,” an easy digital digest of the book of the same name written by martin bissett, bringing you 366 days of motivation and insight for growing your firm the proven way.
what’s included in “never mind the bullets” digital?
with a “to do” for each day of the year, the topics covered by martin’s daily teachings are:
- proof creating
- proactivity mindset
- pipeline building
- pricing process
- progress making
- profitability increase
- personal brand establishing
- purpose articulation
for 366 days, you will receive a daily email with an insight that comes with an in-depth explanation and an immediately implementable “to do” for every day of the year.
in addition to the “never mind the bullets” daily email, you will receive the following:
- a monthly digest email that will give you tips for your practice and accounting practice insights and
- bonus video content to take a deeper dive into a range of topics, including pricing, pipeline and practice growth
what you will learn
you will learn how to quickly increase your credibility in the marketplace, get clarity on your message, build your pipeline, construct your marketing program, become confident in your pricing and learn from the mistakes and successes taken from martin’s 25-year career working with over 1800 accounting firms from around the world.
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