Last time, I showed you the key to creating a powerful action plan. Also, I showed you the step-by-step process to helping your clients create an action plan. Now, I’m going to show you how to offer to help clients implement their action plan. You do this by asking the client the following question:
Again, clients need to be led. They don’t understand what happens next. So you need to ask this question so that they understand that you are able to be as involved as they wish you to be. In all of the planning sessions I have run, only one client has ever said in response to that question that they are confident they can implement on their own. I can only put that down to the fact that they attribute the outcome of the day to the role you have played thus far; as such, the level of trust increases dramatically and when you provide a forum for them to continue with the relationship at this higher, much more valuable level, many clients will accept the invitation. I found that the most common ‘next steps’ from a planning session were in the following three areas:
About the Author
Colin DunnDirector & Co-founder at PANALITIX
Colin is a Chartered Accountant who, having spent almost 10 years with one of the fastest growing and most innovative firms in the UK, has since invested over 20 years helping business owners to improve their businesses with a focus on attracting new clients, better managing existing clients, developing new products, building an engaged team and strengthening internal business processes.
Colin's primary focus at PANALITIX is on product development and business improvement content. He is the author of the bestselling book “Accountants: The Natural Trusted Advisors".