The Abundant Accountant: 012 | Why Accountants Should Have A Sales System With Peter Freuler

012 | Why Accountants Should Have A Sales System With Peter Freuler

Mar 15, 2019

Are you feeling burnt out? Do you take on every prospect that comes your way?

It’s time to stop the hamster wheel, and step into high-end, premium offerings for your accounting clients which means you can’t take on everyone.

In this episode, Peter Freuler joins The Abundant Accountant Podcast to share his story of taking on every single client that came in the door to his firm, to recognizing that narrowing his focus and only serving a specific niche, would help his topline revenue.

Peter started his firm 13 years ago, and for years he believed that the best way to serve his clients was to offer every service under the sun to anyone that approached him at his firm. This led to problems, Peter’s bottom line wasn’t growing, some of his clients would up and disappear after the initial meeting, and Peter couldn’t find qualified staff for everything he wanted to fulfill.

When Peter finally decided to zero in and focus on a specific type of client & follow a sales system, in May of 2018, his revenue increased about 20%.

It might be hard to believe, but by creating a sales system that all prospects must go through, you are saving yourself time by not working with less than ideal clients, and you’ll be able to start charging top dollar for your services, since you’ll be more available to the right clients which then you would be able to charge more.

Peter shares his personal journey from having NO sales system, to a high-functioning, ever revolving system, THAT WORKS!

If you’re ready to work with dream clients, only do tasks that you enjoy doing, and increase your revenue, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!

Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!

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Special thanks goes out to Peter Freuler for taking the time to chat with Michelle. Be sure to join us on March 15th for our next amazing episode!

Have you have ever felt like you give away too much information for free or are you tired of not being paid what you’re worth? Then you’re like most accountants who may feel like you’re on the cashflow rollercoaster! & we have a solution for you!

Join us for our Abundant Accountant Masterclass to learn how to communicate your value, collect higher fees with confidence and be paid what you’re worth so you can work less and make more mone

This Masterclass is for you if you want to stop giving all of your information, time and knowledge away for FREE, identify ways to have consistent income, and start being paid for your value and worth - all year round! Click here to sign-up for the Abundant Accountant Masterclass!

Here are a few key secrets we talked about in this episode:

Michelle introduces Peter Freuler.
Peter introduces himself and shares a little bit about himself and his firm.
When Peter first began his firm, he did not have a sales system in place. He followed the method, that if someone called them to work with his team, they’d take you on, no matter what your needs were.
Peter’s and his team had NO way of identifying whether someone was a good client for them or not.
It took Peter 10 years to begin making changes with his firm. He was fearful of losing what he had, by making new changes in his business and not taking on any and all clients.
Peter and Michelle discuss the effect a scarcity mindset can have on your accounting business.
Peter’s and his team went through and analyzed different industries, personalities of potential clients and profitability to determine what kind of clients they wanted to work with.
When you work on and focus on your value and your worth, you are more likely to stick to the boundaries you set for yourself and your clients.
Peter talks about what it’s like to turn clients away, once you identify who you should be working with.
By narrowing their niche, Peter and his team are now able to bring in their ideal clients and charge a higher premium price for their services. Being a one-stop-shop isn’t all it’s cracked up to be.
Peter provides 3 tips that newer accounting professionals can use to avoid the mistakes Peter made.
Accounting professionals tend to think in systems and in getting the work done for their clients, they don’t often think sales are integrated with running the practice. Peter explained how he made the shift from this way of thinking.
Taking a potential client through your sales process is SO important, to ensure they’re an ideal fit.
Peter shares the sales process he and his team use.
When Peter put a sales process in place, his business completely changed. He went from being able to just offer commodity type services to offering premium high-priced services. The same would be true for you and your firm!
When Peter and his team redid their sales process in May of 2018, they’ve seen a topline growth of $65K, as of his interview in August of 2018.
If Peter had made the shift to a sales process sooner, his revenue would be more than double what he is making now.
Peter shares one last quality piece of advice. Tune in to hear it!

Learn More & Connect With Me Here!

Have you have ever felt like you give away too much information for free or are you tired of not being paid what you’re worth? Then you may be like most accountants who feel like you’re on the cashflow rollercoaster! & we have a solution for you!

Join us for our Abundant Accountant Masterclass to learn how to communicate your value, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money.