No matter how a prospective client finds you and your business, it is important that you qualify them to ensure you are a fit for one another. Gone are the days where you think and feel that you don’t have a say in who you work with and how!
During the pre-screening process in my 8-step easy-to-use and easy-to-implement system, each party is interviewing the other and establishing their opinion about whether or not it makes sense to work together. The way you interact with one another during this initial phase plays a large part in the tone of the working relationship should you both decide to work together.
The other factor that shapes the tone of the working relationship is the mindset you are operating from when speaking with a prospective client. From the moment we begin interacting with a prospect the groundwork for the tone of that working relationship is being established.
The best mindset to be operating from is one of neutrality when interviewing a prospective client, keeping in mind that your sole objective is to determine whether or not you are a fit for working with one another.
Once you know that you are a fit for working with one another then and only then, is it time to turn your attention to moving the prospect to the next step which is either referring them to your bookkeeper network or scheduling a paid Bookkeeping Evaluation.
Want to know more? Click here to learn more about my 8-step easy-to-use and easy-to-implement process on How to Qualify a Prospect & Work With Clients You Love!
Pingback: SUMSOLUTIONS | Tips for Developing the Art of Deep Listening with Prospective Clients
Pingback: SUMSOLUTIONS | Empower Yourself with a Healthy Mindset
Pingback: SUMSOLUTIONS | How Do You Determine Your Own Value as a Bookkeeper?