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