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You Are the Value by Leo J. Pusateri

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3 Who Are You?

Imagine meeting someone for the first time. The setting could be an informal social get-together or a formal business opportunity. As the saying goes, you only have one chance to make a great first impression. If that’s the case, then why wouldn’t we want to do our best to get off to a good start? Why would we, in some cases, wing it?

It has amazed me over the years to see people struggle with this. Or they may challenge the importance of making this first emotional and logical connection. It’s not about me, Leo, they say, it’s about them, meaning a prospect or client. Who cares about me, the cynics say. I want to know more about them. No need to waste time on me when I have an opportunity to learn about others. They don’t need to know anything about me, especially personal stuff. Let the games begin, they say.

I disagree. Slow down and think about this for a moment.

It is an act of professional respect to properly introduce yourself and your organization to others. People are making a big decision when it comes to choosing a CPA or CPA firm to manage their tax, audit, accounting, consulting, personal financial planning, or other requirements. As this step of the Value Ladder™ will demonstrate, you need to use your own intuition about how much information you should share. But trust me, be prepared. Like a great actor who wows his or her audience or any professional seeking new business, you must script your openings to ensure you get off to the best possible start. ...

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