Tuesday, June 5th, 2018

Client Acceptance

“The first step toward change is awareness. The second step is acceptance.” – Nathaniel Branden

A potential new client calls and wants to meet you and possibly hire you and your firm. You are thrilled – a new client!

More and more potential clients are contacting you via your website to inquire about services. You are thrilled – a new client!

They come into the office for a complimentary first meeting. This is where you need to be careful and not be so thrilled.

They talk and talk. You talk and talk. Before you know it you have given them a couple hours of FREE consultation. Because you are a nice person and want to help people you have also probably given them valuable advice on their financial situation without them becoming a client.

Many people who contact you, are not a suitable client for your services. Don’t invest too much time upfront.

Yes, put the word out there that you offer a free one-hour consultation for prospective clients. But, establish a¬†script for that first meeting to learn more about them so you can decide¬†whether they are a suitable candidate for your firm. Don’t accept clients that do not fit your criteria for an “A” client. Your expertise is not a fit for everyone. Invest one hour, no more until they sign the engagement letter.

The establishment of a valid billing and collection policy begins with client acceptance.

  • "Acceptance doesn't mean resignation; it means understanding that something is what it is and that there's got to be a way through it."
  • Michael J. Fox

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