Boost Client Acquisitions: A Guide For Business Advisors

As a business advisor, understanding the succession process for business owners can significantly benefit your ability to attract and build a business owner practice successfully. Long-term thinking can be complex for some people in sales roles, but doing things the right way can make sales easier in the long run.

One way to approach the process is by focusing on the protection and smooth transition of the business to the next generation. This lens makes it easier to engage business owners earlier in their research and decision-making process before they reach out to salespeople with specific product inquiries.

As Joe Girard shares with Change Grow Achieve, most buyers are already 60% through the buying process before they inquire about products and services, so engaging them earlier when they're still trying to solve a problem, rather than just selling what they ask for, can help to avoid being commoditized and replaceable.