Practitioners are often faced with the difficulty of determining whether a prospect is genuine or simply trying to glean information for free. Rachael Power takes advice from AccountingWEB members on how to spot and avoid such situations.
Meeting a prospective client for the first time without knowing anything about them increases the likelihood of being stuck with a time-waster.
AccountingWEB member Moonbeam ran into this problem after spending an hour-and-a-half with an unknown prospect introduced by the potential client’s wife.
“He was very happy to take up what, in retrospect, was far too much of my time and as he left I realised I was at the start of a beauty parade,” she said.
After sending a follow-up an email to him, the prospect emailed back to say he was going to shop around.
In frustration Moonbeam asked other members in Any Answers, how do you avoid wasting your time with such prospects?
Register with AccountingWEB for free to read the rest of the article, which includes suggestions such as:
- Set a time limit
- Call ahead and show your wares
- Customers’ rights
- Beware recommendees