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Listen "22. Shift client relationships from service based to collaborative with Phil Hobden"
Episode Synopsis
This week we are joined by Phil Hobden, Head of Education at Capitalise an adviser led funding platform, sharing that first opening question that accountants can use to initiate very simple, effective conversations with SMEs that lead to growth
What we chatted about
How to use your position of authority to ask questions that dig deeper into your relationship
Using bridging questions to allow people to open up and engage
How 49% of SMEs will go to their accountant before they go anywhere else
What the impact of COVID-19 is on the client relationship
Best quotes in this episode:
"SMEs like talking about anything it's about their business, their passion. "
"How do I get started having this conversations after years of not?"
"Traditional firms just have a client on a spreadsheet that is a number , and it's about turning that client that's a number into a story, with a back story - so you understand what their business is and what they do"
"We thought MTD would be the wrecking ball of change, until HMRC changed the game and gave get out of jail cards... COVID will be the fundamental trigger for an uptick in cloud adoption"
"If you get that conversation right, your relationship will never be stronger"
https://uk.linkedin.com/in/philhobden
https://twitter.com/capitaliser_ph
What we chatted about
How to use your position of authority to ask questions that dig deeper into your relationship
Using bridging questions to allow people to open up and engage
How 49% of SMEs will go to their accountant before they go anywhere else
What the impact of COVID-19 is on the client relationship
Best quotes in this episode:
"SMEs like talking about anything it's about their business, their passion. "
"How do I get started having this conversations after years of not?"
"Traditional firms just have a client on a spreadsheet that is a number , and it's about turning that client that's a number into a story, with a back story - so you understand what their business is and what they do"
"We thought MTD would be the wrecking ball of change, until HMRC changed the game and gave get out of jail cards... COVID will be the fundamental trigger for an uptick in cloud adoption"
"If you get that conversation right, your relationship will never be stronger"
https://uk.linkedin.com/in/philhobden
https://twitter.com/capitaliser_ph
In God we trust