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How to NOT close a business deal

I learned how to NOT close a business deal before I learned how to do it.  A recent proposal for business services I made last week jogged the memory of my early efforts.

When I began my firm, I used to make a lot of proposals for business services.  I hadn't yet learned how business owners needed the opportunity to weigh the pros and cons before making a decision.  In my earnestness, I would call every other day for an answer.  Yes or No.  One of the two responses was what I wanted to hear so I could move on to the next potential client.  Let's just say that my close percentage as a result wasn't that great.

So, I made my presentation for my newest potential client last Friday.  How many times have I hounded him since last week?  None.  It's not that I don't want the business but instead want him to feel comfortable and unrushed in reaching his decision.

I am a CPA in San Antonio and provide bookkeeping, payroll, taxes and more.  We offer a free initial visit and look forward to serving your business needs.

Richard J. Garcia | 04/06/2012