Member Since: 27th Jan 2011
13th Jun 2014
I think you mean the agenda I sent through Carolynne? (It's Patrick not Richard, but don't worry I've been called a lot worse)
4 new clients in a week is stunningly good, congratulations. Not just for converting the meetings but for creating the leads too! You certainly are on a roll.
All the best. Patrick.
11th Jun 2014
Richard, I totally understand how you feel; don't be hard on yourself. Despite 20 plus years sales experience, I still have the occasional, deeply miserable prospect meeting.
I think our best / most successful meetings are with people who are a good fit for us, personally and professionally. Some prospects are shy or awkward but others deliberately try to unnerve us.
I just wanted to reinforce some of the great advice offered above. We all love talking about ourselves and our businesses. But the prospect meeting should be all about understanding the potential client's business and ambitions. That's not always as easy as it sounds. It's so easy to talk about ourselves, but the real skill is in asking the right questions.
I recommend that my clients (I only work with accountants) take an agenda along to meetings. Not only is it a security blanket, but it helps you to get back on track if you lose your way during a meeting.
If you would like a copy of the template agenda doc we tailor for clients, let me know and I'll email it to you. Just email me at [email protected] That goes for any other accountants as well.
Fingers crossed for you. Let us know if they come on board.