Closing a sale has become a science unto itself and if you are seeing the right sort of people but they don’t become clients you need to consider why this is the case.
This is advice to accountants from Mark Lee, an accountancy focused futurist, mentor and author.
In his latest blog entry, Lee writes that “in an ideal world, you would simply tell people that you are an accountant and your ideal prospects would then find you and ask to become your clients”.
But life isn’t like that, says Lee.
“If you are seeing the right sort of people but they don’t become clients you need to consider why this is the case – even if it seems to be about fees often this is not the real issue.”
He then goes on to explain what “closing the sale” means, what needs to happen before you close the sale, what the obstacles and objections there are to closing the sale and waht happens if you fail to follow up after your initial conversations with a prospective client.
Some of the wisdom he shares is:
Closing a sale “is when (a prospective client) sign your letter of engagement and confirm payment of your fees. Until that point the ‘sale’ has not been completed or ‘closed’.”
“Whenever I think about the times I’ve felt uncomfortable when someone tried to sell me something, it was always when they had no idea what I was looking for or what I needed.”
“A common mistake that reduces the number of prospects you ‘close’ is if you fail to follow up after your initial conversations.”
“You generally only win clients when people get to know you, to like you and to trust you.”
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