today’s bissett bullet: “framing the conversation is a tremendously useful way of focusing a prospect on what the meeting is about.”
by martin bissett
when a prospective client walks into the first meeting with you, they think they know about accountants. in reality, they know a little bit about what their current accountant does and will measure you with the same stick. if you can do more for them, you need to educate them. framing the conversation for a commercially minded business owner in terms of the outcomes you can achieve will help them to understand the true value of what you bring to their firm.
explain that the purpose of the meeting is to find out all about them, but that you appreciate that they probably want to know more about you, too. tell them about the business owner who you enabled to pay for their first vacation in years. about the client whose dream of early retirement was realized. leave them with those stories spinning in their heads.
today’s to-do:
every firm has resounding success stories, but very few leverage them to get across a sense of who they are. find two or three relevant outcomes for clients of a similar size or sector for your next prospect meeting.
see more bissett bullets here
grow your firm in daily bite-sized steps on a budget
- do you want to grow your firm into the practice you want?
- are you suffering from overwhelm and don’t know where to start?
- do you need proven and practical advice but time and resource is in short supply?
- do you need a daily dose of insight that’s easy to implement to help grow your firm in bite-sized chunks that fits into your budget?
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.
one price, all the content: choose the monthly or annual plan
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