Thursday, February 20th, 2020

Lack of Self-Confidence

“Great salespeople are relationship builders who provide value and help their customers win.” – Jeffrey Gitomer

I bet you have heard the classic line: “I didn’t major in accounting so that I could become a salesperson.”

If you are working in public accounting, you must embrace marketing and sales. It is the lifeblood of a growing and successful firm.

Many accountants actually have a fear of attempting to “sell” services to a potential client. I always claim that you can land new clients if you simply like people. It is about connecting to others and building relationships.

Begin by building your own self-confidence. You have SO MUCH valuable knowledge – you are worth every penny a client pays you. You have helped so many clients in the past. Take that air of success with you as you approach potential clients. Tell success stories.

Jeffrey Gitomer (famous sales guru) recommends that you keep the story of “The Little Engine That Could” in mind – “I think I can. I think I can.” He says that thinking you can is 50% of the outcome. Never show doubt or uncertainty – you are a winner and can be such an asset to that potential client’s future success.

  • "Attitude drives actions. Actions drives results. Results drive lifestyles."
  • Jim Rohn

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