Winning Your Ideal Clients with Mark Wickersham (2016)
What your firm needs to do at every stage of the sales process to win your ideal clients. A series with Martin Bissett and Mark Wickersham.
In a series originally recorded with Mark Wickersham, and shared here with his permission, Winning Your Ideal Clients picks up where the New Clients Now series leaves off and takes a deeper dive into the very specifics of proactively winning 'Grade A' clients for your firm.
In each episode, Martin picks a topic in sequential order to mimic the 'process of sale' in reality. This series will show you what you must do at every stage to stand the best chance of winning the best client, with the highest fees, in the shortest time possible.
How to handle new prospective client meetings
How to start the conversation with clients
How to resolve concerns from clients in a new prospect meeting
How to use effective questioning in a client meeting
Founder of The Bissett Group
Martin Bissett has worked with over 2,000 accounting firms across 44+ countries since 1998, helping them generate over £500m in recurring fees. As an advisor to accounting firms and FinTech companies at board level, his clients include major names like Intuit, Dext, Xero, IRIS, and ICAEW.
A prolific speaker and author, Martin delivers 10-20 keynotes annually and has written 14 books, including the bestseller Passport to Partnership and Never Mind The Bullets. His work is part of accounting curricula in both the UK and US.
Martin’s career spans the globe, including 23 US states, and his expertise has earned him global recognition. More recently, he has published children’s literature with The Climb and Letting Go, with another release planned for 2025.
Chartered Accountant, public speaker and author
Mark Wickersham – Chartered Accountant, public speaker and #1 best-selling author – is known as one of the most sought after profit improvement expert in the accounting community. He is famous for helping accounting firms double their profits in less than 18 months without having to work harder or do any uncomfortable marketing.
Mark is passionate about this great accounting profession. He believes that we have the power to make a profound difference to the lives of our clients and in return, accountants should be very richly rewarded. Unfortunately, the reality is very different; benchmarking studies show over half of the accounting firms are actually making a true economic loss.
Mark wants to CHANGE that.
He is passionate about the accounting profession and helping accountants to become much more profitable. He believes every firm – including you – has the potential to double profits using the 7-step “Fastest Way To Double Your Profits” formula.
Mark is also a widely published author on practice issues. In May 2011 his book, “Effective Pricing for Accountants”, was a number 1 Amazon best-seller. He has also co-authored “Your Blueprint for a Better Tax Practice” and “Your Blueprint for a Better Accountancy Practice”, both of which have been widely acclaimed.
CPE Topics and Learning Objectives
1. Welcome
Review Question #1 (Required for CPE)
2. An Overview of the Selling Process
Review Question #2 (Required for CPE)
3. First Impressions
Review Question #3 (required for CPE)
4. The Control Formula
Assessment #1 (Required for CPE)
5. Breaking the Ice
Review Question #4 (Required for CPE)
6. Key Questions
Review Question #5 (Required for CPE)
7. Early Buying Signals
Review Question #6 (Required for CPE)
8. Martin's Insights into Building the Value
Assessment Question #2 (Required for CPE)
9. Martin's Insights into Pricing
Review Question #7 (Required for CPE)
10. The Four Flavours of Objection
Review Question #8 (Required for CPE)
11. Before You Answer an Objection
Review Question #9 (Required for CPE)
12. The Big Faux Pas
13. What Next?
Assessment #3 (Required for CPE)
...and gain new clients as early as next week