Monthly Archive: April 2018

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An introduction to prospecting

Prospecting is probably the most mundane, least understood, and consequently the most ignored aspect of practice development among accounting firms. It is also the most important. No matter what level of sales skills, client skills, or people skills you have, without prospective client opportunities your growth will be severely limited....

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Turning contacts into prospects

Put simply, prospecting is locating and meeting potential clients. It is a process, not an event – it goes on all the time in almost any circumstance. You can network anywhere. You will always have something in common with the people around you. If you have to queue at the...

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Acquiring and maintaining prospect information

Having knowledge of your prospects is crucial if your prospecting campaign is to succeed, but equally crucial is to ensure that the information you hold on your prospects is accurate, up-to-date, and easily retrievable. To do this you need to follow a four-step process: Develop a list or lists of...

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Getting through to the decision maker

When you target a prospect, before making any approaches you need to find out who would make the decision for the business to leave their present firm and move to a new one. Unless you know who this person is and can get through to them to influence their decision,...

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The five grades on your invisible report card

The hard part in obtaining favourable judgements is making sure clients and others perceive all you have done for them – in other words, getting credit for what you have done. There are five principal dimensions to service quality: Reliability: is the ability to provide the promised service dependably and...