By Martin Bissett
Hopefully, when you have initial meetings with prospective clients, you find the conversation flows, questions become evident as points are made by the business owners and we gain an understanding of where the business has come from and where it’s looking to go. Once we’ve done that, we need to know in our minds whether we believe we can help this business or not.
If there is a possibility of working together then we would simply suggest the next steps along the lines of:
“Well based on what we’ve discussed today I can see that there may well be something worth us exploring in a further conversation. What I’d like to do is to go away and have a think about how we might be able to assist and perhaps create a discussion or proposal document for the attention of the directors and book a time that’d be appropriate for us to all get together and discuss that document in more detail to see whether we have correctly assessed what the business would benefit from in terms of our support and help.
Tell me, it’s going to take me about a week to get everything together that I need, so beyond that point when would be the most appropriate time for us to get together?”
Effective language is critical in all phases of winning new fees from the initial meeting, through to the wording of a proposal document, resolving concerns and many more. We cover all such situations and how to handle them professionally and maturely in the Business Development On A Budget Coaching Club and Mentors Group for Accountants.
In brief, that’s essentially all that needs to happen in the first meeting. We prepare correctly, we make observations, we break the ice, we create as much empathy as we possibly can, and if there is a need and justification for doing so, we put the next meeting in the diary when we can take discussions further.
To Your Continued Success
Founder of the Upward Spiral Partnership
PS – If mastering the 11 steps to building, converting and refreshing a prospective client pipeline is a priority to you, they are available here in our Business Development On A Budget Coaching Club and Mentor Group along with all other pieces of the puzzle from proposal writing, to pricing, to professionally resolving client concerns and much more.