Over the past month, I’ve received approaches from well known banks, asking if they can have access to my accounting communities in order to ‘pitch’ to accountants.
One of the conversations went like this:
“Why do you want to pitch?” I asked.
“So we can win their business, and the business of their clients,” came the answer.
“Is that really how you think this works?” I asked.
“Dunno, I’m new to this,” came the response from the…partnerships manager.
I’m not making this up.
Not only was the bank unaware of how accountants are violently allergic to being sold to, but they were also not prepared to play the long game and build relationships of trust that will eventually see an accountant take their call, have a meeting, consider switching etc.
Business owners feel the exact same way when accountants approach them to win their work.
Don’t pitch. Build long term relationships of trust, offer value in advance and care as much about their business’ success as they do.
You won’t experience fee sensitivity that way and you’ll be a lot more well thought of than the banks.
To your success,
Martin Bissett
