When it comes to excuses, pick your poison: it’s too early in the morning, it’s too late in the afternoon, if you get into a conversation you will need to get your boss on the phone and she’s not around.
Here’s our Top 10:
Regardless of your reason, the end result is the same; another day goes by and you don’t work on business development.
Most CPAs (or technology consultants, or lawyers, or management consultants) show up in the morning and start doing accounting. They crunch numbers, manage teams, and take client meetings. Maybe there’s an hour and a half window in their schedule in the late afternoon. Here’s what most of them won’t do with that time: business development.
That’s right, 9 out of 10 professionals agree that engaging anything but business development in their open time slot is best to whiten teeth and freshen breath. The number one reason that professionals fail at business development: finding something else to do, or doing nothing, when they could be developing business.
Fortunately, the answer is simple: Start selling now.
Unfortunately, it is not that easy to take a deeply embedded behavior (not selling), flip a switch, and be able to do today what you did not, or could not, do yesterday.
And it doesn’t work like that for professionals who want to develop business.
You can’t just magically develop a hankering for dialing the phone. For the most part, it takes a robust personal change effort to make the transition from business-development-avoider to focused-client-developer.
3 ways to break the cycle:
We make light of excuses for avoiding business development in order to raise the issue. Breaking the cycle of excuses and starting to develop business is never as easy as it sounds. But you can do it. Do what you need to do to prepare for success, know what you are going after, and then “just do it”