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Business development for Accountants – Talk about Outcomes

One of the most obvious mistakes that inexperienced sales people make is to tell people all about what you do – the operational bits, the doing.  Your clients are not interested in this – what they are interested in, are the outcomes that you have delivered – and the outcomes that you will deliver for them.


The most famous book that covers this area is Simon Sinek’s – Start with Why or watch the TED presentation on You Tube  , people are far more interested in Why you do what you do, rather than the What.


I know that when on been on prospect presentations with clients, that as a professional – accountant or lawyer – that people take as read you have technical ability. So why then do you bore your prospects by talking technical for 90 minutes – the person following on, talks English, establishes about the prospects issues, how they will take them away – and walks away with the contract.


Don’t tell me this doesn’t work, I’ve been in those meetings. Working with small firms, being pitched against the largest independents in the region – and won.


So when you are in front of a prospect, do not talk technical – they are not interested – talk about the outcomes you’ll deliver.


If you want to discuss this topic further, for your firm, then contact me


Published by on November 5, 2013. Comments Off on Business development for Accountants – Talk about Outcomes

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