Secrets to Getting New Clients: TFB Spotlight on Martin Bissett

If you like it, share it!
Facebook
Twitter
LinkedIn
Google+

tfb-star-spotlightHow to find new clients is always a hot topic among bookkeepers.

In this latest TFB Spotlight interview, we get a glimpse into what it takes for us to win new clients from the other side of the table. You'll hear the true secrets to what clients really want most (and really need) from us so that they will gladly engage our services and pay a premium.

My very special guest, Martin Bissett of Upward Spiral Partnership (USP) will show us the way.

Would you rather listen on the go? Right Click Here to Download the Audio

Guest Bio:

Martin Bissett is a professional trainer, coach and the founder of the Upward Spiral Partnership (USP), an international consulting firm that specializes in business development for the accounting industry. Martin strives to be an accelerant to the untapped potential and powerful force for good accountants and bookkeepers can be for their clients and everyone who is affected.

A Quick Lesson in Networking

How I connected with Martin is a lesson in how networking happens. It's not from just one method of contact or one encounter that produces results. Much like farming, some of your best connections can come from a series of small actions over time. Here's how it worked in this case:

A mutual friend (Mark Wickersham) had mentioned me to Martin. He reached out to connect on LinkedIn. That led to a Skype call. Then in time “friending” on Facebook. I happened to see a timeline post by Martin that indicated he was in Philadelphia working with clients. I mustered the courage to reach out to Martin to meet in person over coffee. From there, a true connection was made and this interview is the result (and not the last we'll be seeing of Martin!)

Interview Takeaways

  • Proactive bookkeepers and accountants are the closest to their clients and in touch with their needs, and therefore in the best position to increase their income and the positive outcomes created for clients.
  • One of our biggest obstacles to success is “winning the first client” (ourselves) so we can be confident in winning new clients proactively.
  • Building our pipeline is an initial building block in constructing a powerful bookkeeping practice. Before marketing, a pipeline can be built to bring in the business that is already available to us, but hidden.
  • Martin has a complete system on doing this, including forecasting when new clients and revenue will come in.

The two most common mistakes accounting professionals make are:

1. Not making a specific appointment for follow-up after the first meeting with a potential client to proactively lead them while their interest is highest. The next step is either an in-person meeting or a virtual, face-to-face meeting (Skype or online meeting). Set a specific appointment!

2. Emailing or mailing a proposal to a potential client after a meeting. DO NOT simply wait for the client to accept it. Instead, bring it to the client in person or in an online meeting and go over it together. This prevents the client from focusing on the price instead of the value you're providing them.

When marketing is successful, it should put appointments with potential clients on your calendar. When your business development process is successful, it will turn prospects into paying clients.

You can get new clients by starting with the question, “Where is the money coming from?” You should be asking that question based on your pipeline (a system you should have in place). You should be reviewing your pipeline at least every one to two weeks to keep your pipeline moving. With this system, you will know what it takes to get new clients.

We need to make time to work on our business regularly. Once your pipeline is set up, it should only take about 30 minutes per week to keep running.

Martin's pearl of wisdom: Look at your career history or the greatest accomplishments you've achieved for the benefit of your clients, or would like to have for your clients (if just starting out). Recognize the benefits you provide for your clients in tangible ways. Then strive to receive premium fees and gain new clients as a consequence of continually reaching those accomplishments and truly helping your clients succeed in their businesses.

bissett_martin_headshot….Contact Martin at http://MartinBissett.com

.

.

.

If you like it, share it!
Facebook
Twitter
LinkedIn
Google+

Freelance bookkeeper, trainer and consultant who works with internet savvy business owners and bookkeeping professionals to maximize cash flow and support true win-win business success.

Tagged As: , ,

6 Responses to “Secrets to Getting New Clients: TFB Spotlight on Martin Bissett”

  • […] know who Martin Bissett is? Watch the interview I did with him not long ago, and then register for the webinar to get top-notch training to grow […]

  • Jay Mason on July 6, 2016

    I absolutely love your post! Not making a specific appointment for follow-up after the first meeting with a potential client to proactively lead them while their interest is highest has been one of my weakness.

    Again, excellent info!

    Cheers,

    Jay Mason

    • Gabrielle on July 7, 2016

      Jay – You are certainly not alone! I think we’ve all dropped the ball at least a few times. I know I have too! As they say, the fortune is in the follow-up!

  • […] know who Martin Bissett is? Watch the interview I did with him not long ago, and then register for the webinar to get top-notch training to grow […]

  • […] know who Martin Bissett is? Watch the interview I did with him not long ago, and then register for the webinar to get top-notch training to grow […]

  • […] know who Martin Bissett is? Watch the interview I did with him not long ago, and then register for the webinar to get top-notch training to grow […]

  • February 2018
    S M T W T F S
    « Jan    
     123
    45678910
    11121314151617
    18192021222324
    25262728  
close

Did you enjoy this post? Please spread the word :)