Taxation logo taxation mission text

Since 1927 the leading authority on tax law, practice and administration

Practice tip: Avoiding common mistakes with prospects

02 July 2024
Issue: 4943 / Categories: Comment & Analysis
Avoiding common mistakes with prospects.

Do you assume you know what prospective clients want? Can you identify genuine prospects without wasting much time? Here are three common mistakes and practical tips on how to avoid them:

1 Assuming you know what they want

Experience sometimes leads us to make premature assumptions. This is best avoided as it doesn’t build confidence any more than if a doctor prescribed medicine or surgery too soon.

Instead we need to ask more and better questions and listen to what prospects say. And then we can use their own words when discussing their needs. This builds rapport and helps ensure that we tailor our advice to their specific situation.

2 Spending too much time with suspects

Be mindful of how much time you spend on initial conversations. Structure your calls to quickly determine if someone is a genuine prospect. If they are not politely end the conversation. Don’t...

If you or your firm subscribes to, please click the login box below:

If you are not a subscriber but are a registered user or have a free trial, please enter your details in the following boxes:

Alternatively, you can register free of charge to read a limited amount of subscriber content per month.
Once you have registered, you will receive an email directing you back to read this item in full.

Please reach out to customer services at +44 (0) 330 161 1234 or '' for further assistance.

back to top icon