The answer to the headline is most likely “not very well.” So really, how do you sell accounting services to younger folks? According to Hinge Marketing, it’s certainly not through handshakes and sales calls.
Thinking back to all of the people who have tried to sell me over the years, I wager that at least 90 percent of the salespeople tried to sell me based on how they like to sell—or what they perceive to be their sales strengths. Only the really great salespeople work their prospects based on how those prospects like to buy. To illustrate my point, I have never and will never purchase anything on the phone without seeing the details of the purchase in writing. A salesperson who doesn’t read that could call me every day for 50 years and I’m never going to buy—until that salesperson sends me written details via e-mail/postal mail/fax/courier-delivered scroll/carrier pigeon/etc. Everyone sells differently; everyone buys differently.
For more on this topic, read the Hinge article.
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