There are a number of clues that you can look out for to spot a time waster early in the sales process.
Firstly, we have to take people at face value. If they say that they are interested, we have to believe they are interested. We have to believe they are looking to change accountants until we can prove otherwise.
However, there are a number of things that we can look out for in this early stage:
Take notice of how quickly they agree with you in the meeting.
When you meet them and are talking with them, watch out for people who are agreeing with absolutely everything you have to say. This means that they can ensure the meeting is over and done with quite quickly.
This can often be a sign that people are looking to get you out of the door rather than seriously considering changing to you.
They have brought you in to find out who you are, what you do, and how much it costs. Often, they then go on to talk to their own accountant about it afterwards. Once they have had that talk about another accountant with their existing one, they look to get a discount from them.
Signs to look out for: