Make It About Them

Successful people do what others won't do.
Often that means doing what you really don't want to do.
If it was easy, everyone would be a success.

Doing what others won't or don't do is really simple to get business and establish your brand. So forget everything (well most everything, except Dale Carnegie's stuff) you have been taught to do and consider this experience.

The best phone solicitation ever:

Hey Jeff, How is it going?
Me: Ah OK.
Just OK. No seriously, I know a guy like you is more than OK.
Me: Who is this?

The point; if you lead with I want to sell you something then you are dead in the water (hung up on, end of conversation). That is a horrible way to position yourself to begin a conversation and it is just unfriendly. Instead, get to a position of strength and friendliness by finding something out about the person. Be someone that others want to talk to. Dale Carnegie taught that you want to start by talking about something the other person is interested in and a genuine compliment helps.

So when starting a conversation ask yourself how can you provide some value to this person. Many times you have nothing because you don't know the person. How do you get over that obstacle? Simply ask questions to find out who they are. Find out what they are interested in and what they need and talk about serving them and their need or desire. I guarantee, if you do that first and continually then people will be open to conversations with you and they will ask you what you do. That's right, they will ask who you are and what you do. They will want to hear your story.

In the example above, the person went to the trouble to find out my name and they used it. They also started by asking about me and giving me a little compliment. The approach, strangely enough, is unique that I asked the caller a question: "who is this?" The door to conversation swung wide open.

That's it.

You will thank me later.

Do the things others won't do to succeed.  Start conversations with the goal of developing a long-term relationship. To get there ask the person about themselves and try to help them. They will get around to asking about you. That is the position you want to establish. Don't be in a hurry to sell, take time to develop a relationship first. Your goal should be to serve first and then everything else will take care of itself.

If you want to have regular conversations with someone who will make it about you, call the CPA Superhero to talk about you, your taxes, your business, your finances, etc.

Jeff Haywood, CPA 
The CPA Superhero

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My posts contain general information that does not fit every situation, they are not all inclusive, and as always for your tax situation everything "depends on facts and circumstances."  In addition, the information/IRS requirements are always subject to change.  So call me to talk about your specific facts and circumstances and what you want to accomplish.

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