martin bissett, author at 卡塔尔世界杯常规比赛时间 - page 29 of 29

selling vs. attracting to build relationships

break down unspoken barriers. are you just about compliance?

by martin bissett
winning your first client

it’s about time to realize that value is not about time.

more bissett: selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client

when i look back on the research that has been conducted by various groups as to the biggest obstacles accounting firms cite to growing their practice,

50 percent said creating opportunities,
25 percent said knowing how to close deals
and the remainder said having self-confidence in presenting and then being able to positively differentiate from their competition.

marketing & sales

when selling, don’t chase new fees, attract them

focus on the client’s concerns, not your own.

by martin bissett
winning your first client

let’s start with two simple definitions to avoid any confusion:

the purpose of marketing is to create the opportunity.
the purpose of business development (sales) is to convert that opportunity into a paying client.

more on selling: selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client

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when we meet with prospective clients – and i say this as someone who has sat in on many hundreds of meetings of this nature – we rarely give potential clients a reason to buy from us that they care about.

outlook & analysis

selling accounting services doesn’t have to be hard!

four reasons you might be having trouble.

by martin bissett
winning your first client

let’s take a look at the last 16 years of my experience and my research as to where new clients come from in an accounting practice. i don’t think there are going to be too many shocks here.

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what i’ve found is that 82 percent of all new clients in a given year who come into an accounting firm come in from a referral source. this may be a bank or a lawyer or some other source, perhaps an existing client, who has recommended that a particular business meet with your firm and come on board as a client.

outlook & analysis

‘selling’ isn’t a dirty word

don’t like selling? call it something else.

by martin bissett
winning your first client

being a successful person according to your own measurement of that, and your own goals and your own standards, is different for everyone.

if you’re comfortable with yourself, it’s very likely that others will be too. if you understand the value that you offer (how you can improve a client’s situation to move them closer toward their personal and professional aspirations), you’re likely to be able to convey that value in front of a prospect.

that’s a huge part of successful business development that is not often talked about.

outlook & analysis

8 factors in practice development success

hint: be successful in life first.

by martin bissett
winning your first client

you know the identity of your first client, and if you buy into you, then there’s a good chance of potential clients being prepared to do so, too.

this is what we must remember about the purchasing of professional services such as accounting. if your prospective client is a grade a or b style opportunity for your firm, then they are not buying the services you provide per se. the services are the vehicles of delivery;
the means to the end.

the client is buying the relationship, and they are asking themselves:

outlook & analysis

in sales, perception is reality

you have to believe in yourself.

by martin bissett

“no man has the ability to step outside of the shadow of his own character.”
— robespierre

as far as our potential clients are concerned, how they perceive us is how we really are to them, regardless of the truth of the matter.

because of this, it’s important to realize that when we are meeting a new potential client who has not been referred to us, it does not matter what the reality of our value proposition is; it matters how that potential client perceives our value proposition. therefore, to be effective
in winning work, we must understand how we can positively influence their perception of us at each stage of the relationship-building process.

marketing & sales

success begins with accountability

8 key questions to get you started.

by martin bissett

the secret to overcoming failure to correctly implement a successful business development strategy is by “winning your first client” and this starts by being accountable to someone for your performance.

more on selling: selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client

now that “someone” may be your fellow partners in the firm. if you are a senior manager, that may be the partner to whom you report.

if you’re a sole practitioner or if you don’t find being accountable to your partners helpful, then you can be accountable to your life partner, spouse or another person you wouldn’t want to see you fail. read more →

marketing & sales

do you realize you’re failing?

be proactive, rather than waiting for business to come to you.

by martin bissett

have you noticed all of those titles in the local bookstore or at the airport offering us the “key” to this and the “key” to that, the “six keys” to one thing, and the “four keys” to another?

it also seems that every book is a “game-changer” now, to the point where it is difficult to understand what the game is anymore, never mind how to play it.

more on selling: selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client

when it comes to winning new work in professional services, we must first build a relationship. the game hasn’t changed at all in that respect. read more →

marketing & sales

winning your first client

screen shot 2015-01-16 at 8.11.40 am why your first sale is to yourself.

by martin bissett

winning your first client is all about understanding why someone would buy from you before you ever speak to them, before you ever meet them before you ever start the preparation for talking to them.

more: martin bissett is the author of: winning your first client | passport to partnership | meet your new best client and | business development on a budget

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martin bissett

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never mind the bullets digital daily | learn more.

martin bissett is the author of

never mind the bullets, the 366-day year-long daily email subscription providing guidance and inspiration for practicing professionals. | learn more
winning your first client,
passport to partnership, and
meet your new best client

shop the martin bissett practice growth collection

he is the founder of the upward spiral partnership ltd., the uk-based consulting firm that specializes in the implementation of professional selling and leadership skills in the next generation of accounting professionals.

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previously, martin served ten years on the board of directors of the uk’s leading provider of high-quality new business appointments for accountancy firms. there, he held the responsibility for the nurture and organic growth of the organization’s new client base, including six of the uk’s top 30 firms of accountants.

martin became fascinated by the apparent juxtaposition of partners not vocalizing what they were looking for in terms of an accomplished skill set from their potential future partners and their managers not asking to discover what that skill set included, despite wanting to reach that very position. in a profession with a supposed “succession crisis” on the horizon, this apparent stand-off struck him as curious.

this has led upward spiral partnership to personally interview several hundred partners and managers in the us and uk to learn what partners are looking for and how the managers see their own future in the firm. there are, of course, firms that have addressed this issue already, and their initiatives have also been captured.

the results of the research, including both the consensus and the exceptions to the general opinion, is called “passport to partnership.” this study provides the highlights of each factor that the majority of partners interviewed use as their criteria when evaluating whether someone in their organization can make it to the top.

as a result of the combination of his experience, intellectual property, and this proprietary research, martin now consults with accounting firms in the uk, europe, and the usa to support them in their transition through to the next stage of their development and growth.

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