This is part 1 of a 2-part article
Firstly, let’s consider the word ‘pushy’ and who it is thinking you are pushy?
Is it the potential client that is thinking you are pushy or is it you who is thinking you are pushy?
Part 1 – It’s All In The Mind
Most of the time, objections that defeat the accountant are in the mind of the accountant and not in the prospect’s head.
As an accountant, when you go and try to win new work, the doubt, the objections and concerns, the price resistance; it’s all with you, and not with the prospect.
You, being the accountant, have decided that the prospect has objections. Quite often I have seen that when a senior manager has costed out a piece of work for the prospect and refers it to a partner for approval, it is the partner who will look at it and say,
“The client will never pay that!”
Then the partner discounts it immediately.
At this stage, we have no idea if the client would have paid the original price or not!
What we know is if you do not have the belief and confidence in the value of your own work, ‘pushiness’ is a perception that is created in our own minds with nothing tangible to base it on. Yet we feel uncomfortable because we are not convinced by our own ability and what we have to offer.
These thoughts are what makes us decide that we’re coming across as ‘pushy’ and trips us up in our behaviour.
This makes us nervous and we squirm backwards and forwards in our seats. We have brought these thoughts and feelings upon ourselves.
Learn how to combat these feelings once and for all in How to Combat Feeling ‘Pushy’ when Winning New Clients – Part 2.
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