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PKF Texas: The Entrepreneur’s Playbook® - Byron Hebert

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Track your prospects with a rain gauge. (What?!) Byron Hebert, director of Entrepreneurial Advisory Services at PKF Texas, offers another Tool Time Update.

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Byron: Hi, my name's Byron Hebert and this is another quick Tool Time update brought to you by the Entrepreneur's Playbook and your friends at PKF Texas.

What I want to show you today is what I call the rain gauge. It's a great opportunity for you to track your prospects and go after particular clients. Let's just say you've got five prospects here that you want to go after, and we've got a series of steps here to get you to a request for proposal and engagement. And those steps are first you need to be introduced to that prospect. Then a second meeting may be a lunch, go out to visit their operations. So I've got my introduction here, I want to go out and visit their operations. Maybe I take them to lunch, go play golf, something like that. Each one of these touches, and if you'll notice there's ten steps here and five prospects, so I've got tasks to do over the next six weeks to get that prospect in.

And what's great about this is I may engage one of my partners or my associates to help me with this. If they run the introduction maybe I don't have to do all seven meetings; they can help me with that. All right? And these are going to take on a life of their own. So say this prospect here I had an introduction, had a first meeting, we went to lunch and they quickly said, "You know what, we're looking to a new accountant and we're going to go right to request for proposal." So each one of these will take on a life of its own.

But the idea is to break down your prospecting for these five targets into tasks that you can identify and quickly go through.

Again, my name is Byron Hebert. This has been a quick Tool Time update brought to you by the Entrepreneur's Playbook and your friends at PKF Texas.

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