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