Imagine being in pain and going to your doctor for some help. Within moments of your arrival the doctor starts telling you, very enthusiastically, how similar your pain is to their previous patient, what is wrong with you and what medicine you need to take. How would you feel if that happened?
Do you assume you know what (new) callers will want from you? Are you able to distinguish real prospective clients without devoting too much time to the others? Do you operate like other professionals or by reference to wishful thinking? These are key challenges for all of us. We want to encourage
You have probably heard the suggestion that it’s important to help people get to 'know, like and trust' you. Only then will they buy from you. Only then will they even consider becoming your client. This idea originated in the book ‘Endless Referrals’, written by Bob Burg, who said: “All things being
This post follows on from a previous post in which I set out the 12 ways in which you can Keep In Touch with clients and why it is so important to do so. As I explained in that post, this demands personalised 1-2-1 contact. It is very different to simply following
You want your clients, certainly the better ones, to stay with you. By implication therefore you want them to appreciate that you care about them, that you are interested in them and that you want to help them as much as you can. Those are just some of the reasons for Keeping
It's all to easy to assume that all clients want the same things. But unless you ask, you won't know for sure. It's probably true that most clients want their accountants to help them pay less tax and to keep them straight with the authorities. Probably true. For most. But these may
What do people say about you when you’re not in the room? What would you like them to say? Few accountants seem to think this through. If you are clear about what you want people to say though you are likely to find success a lot faster than anyone who is ‘just
I wonder if you make an all too common mistake. We all hope that clients will want us to provide a range of services to them. And we hope that clients will recommend and refer us to other prospective clients too… But, as I frequently point out, ‘hope’ is not a strategy.
What's your 'And'? Yes, we know you're an accountant. But what else are you? What else do you do? What else interests or fascinates you? A new book, written by my friend, John Garrett, explores how sharing your personal passions improves work performance, builds culture, and strengthens relationships with colleagues, clients and
No one has asked me what I do since lockdown started. I've been thinking about how I might reply next time. What about you? What do you do? I think there are 4 standard ways we can answer the question. I know which approach I prefer. What about you? 1 State your
I wonder if you make an all too common mistake. We all hope that clients will want us to provide a range of services to them. And we hope that clients will recommend and refer us to other prospective clients too... But, as I frequently point out, 'hope' is not a strategy.
During my talks about the future for accountants I sometimes share a famous quote from Bill Gates. Before repeating it here, let me just offer some context. There has long been a tendency to over-hype new ideas and initiatives. Some accountants jump on the bandwagon early which is great. I don’t do
A good few years ago I spent some time researching why so many people assume accountants are boring. I distilled their views down to ten key reasons which it seems I have not shared on this blog previously. So here they are for posterity, in no particular order! Accountancy and auditing seem boring -
Everyone who knows me recognises my enthusiastic nature. When I was younger I may even have been a touch too enthusiastic. I now recognise that it can unnerve those around you if you are evidently more enthusiastic than everyone else. That was an important lesson for me some years back. So now, older and wiser,
This week's blog post is derived from the response I received from a recent attendee at one of my talks. She had been very enthusiastic so I asked her what she had learned specifically. This is her reply: Things I took away from yesterday: That it’s OK to be on the quiet side at networking
I still remember meeting Christopher Higenbottam at a networking event some years ago. I asked what he did and he told me he is an architect. (Indeed it transpired that he was the MD of Tempietto Architects). We talked for a while about his work. After a few minutes I think I asked him whether
I was asked two related questions during a recent interview. This post is drawn from the notes I made before giving my answers on air. 1. With so many businesses competing with each other online, has it become more important to put more personality into your practice? The smaller your practice the more important
I was amused by an email I received out of the blue this week and thought you might find it helpful to learn why. The salient part read: "At [ABC] we understand that social media is becoming more important in running a business than ever before. My name is [XYZ] and I'm reaching out to
How long do you need to spend on social media to build up a decent following, contribute effectively and secure a good level of engagement? I'm not sure much has changed over the years since I started to use social media in 2006. The answers to those questions depend on your reasons for getting involved
During a recent dinner with my old friend, Andy Preston, I got to thinking about how some of the principles he mentioned are more widely applicable. Andy is a sales training and cold calling expert. He speaks at conferences and training courses for very large companies all over the world. Our dinner took place in Cape
Years ago I became quite attached to the idea of identifying UPBs (Unique Perceived Benefits). I preferred this approach of looking at the provision of services from the client's viewpoint rather than trying to identify a USP (Unique Selling Proposition). More recently though I have realised that it is all but impossible for any
Popular business card games include the perennial classics: 'How many can I give out in one night?' And 'How many can I collect?' But what do you really win if you play these games? I'd suggest you are not so much a winner, more of a loser. Sorry to be harsh but if that's how
If you are on Linkedin you will get connection requests from people you don't know. And you will also get plenty of bland connection requests from people you're not sure whether or not you know. It's very tempting to treat such connection requests in the same way as other unsolicited messages. But that would be
It's all to easy to assume that all clients want the same things. But unless you ask, you won't know for sure. It's probably true that most clients want their accountants to help them pay less tax and to keep them straight with the authorities. Probably true. For most. But these may not be the
During the course of my career I have attended hundreds of events where professionals and business people could network. More recently, since I went freelance in 2006, I have also attended many more generic and local business networking events. These are very different and are more likely to attract some inexperienced networkers whose prime
