Source: Rainmaker Report

Accountants are sometimes too eager to land a new client. The prospect mentions a problem. The eager accountant leaps at the opportunity to be a savior. This puts the client on the defensive and his problem is suddenly diminished. Your prospect is more frightened than impressed.

You may think your enthusiasm is helpful, but the prospect sees your action as disingenuous.

Instead of offering solutions to problems, try offering questions. Determine the cause of the problem. Find out how the prospect has addressed it. Discover the impact of the problem on the company. Leave with the understanding you will give thought to the problem and schedule another meeting to discuss it.

Source: Rainmaker Report, www.raintoday.com. For the complete article, click on the following link: http://www.raintoday.com/pages/1299_are_you_scaring_your_ prospects_away_.cfm?broadcastID=294&linkID=5563&ID=53753.