Aug 1, 2019
Have you ever had a client balk
at your pricing? That leaves you wondering how you can find clients
that are ready to pay you for the incredible value that you have to
provide for them?
Dominique Molina is the Founder
and President of the American Institute of Certified Tax
Planners. She is a best-selling author and a frequent
television guest and media expert on tax issues. She has previously
been named as one of the “Top 40 Under 40 Most Influential
Accounting Professionals” by CPA Practice Advisor
Magazine.
When you have high net worth
clients, you can have fewer clients, but make more money! That
sounds like a dream come true, doesn’t it?
We’re here to tell you that it
is possible!
Making sure that you are working
with high net worth clients allows you to provide incredible value
to fewer clients. This means that you can work fewer hours, and
make more money!
But did you know that your
actions can repel these high net worth clients?
Here are 3 behaviors that can
drive them away:
- You
don’t have a high-value offer that sets you apart from other
accountants
- You
haven’t identified the market you’re going after
- You
don’t know how those high net worth clients make buying
decisions
Never fear, though! These
behaviors can be turned around so that you attract an abundance of
the right kind of clients!
In this episode of The Abundant Accountant
Podcast, The Pitch Queen along with Dominique Molina talk about
three things you may be doing in your business that repel high net
worth clients, and four things that you can do to attract them to
your business.
Enjoy, and thank you for
listening and tuning into The Abundant Accountant
Podcast!
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Be sure to join us on August 15,
2019 for our next amazing episode!
Over the last 18 months, I’ve
been perfecting something called the Selling Without Ever Selling
System. Up until now only my high-end clients have had access to
this information. But I’m so excited about this that I’m offering
you a free coaching session so I can share this information with
you too.
This system is all about getting
your IDEAL clients coming to YOU and finally getting paid what
you’re worth so you can build your dream practice and still have
the time and money to enjoy your family and kids. If you’re tired
of waiting around for business, relying on busy seasons, or
guessing at what works, this free coaching session is for
YOU.
Learn more at theabundantcall.com.
Here are a few key secrets we
talked about in this episode:
- Michelle Introduces Dominique Molina and her
business.
- Dominique shares that she currently only serves
26 clients, but that they are all high net worth clients! Her
business strategy helps her attract the type of clients that she
wants!
- Everyone wants high net worth clients, but
there is an art to attracting them! So many accountants and CPAs
don’t realize it, but their behavior may be repelling the clients
that they desperately want to attract.
- Dominique shares three ways that you may be
repelling these clients, and four ways to attract high net worth
clients.
- Repellant #1: You don’t offer a high enough
value service.
- What
sets you apart from every other accountant/bookkeeper/CPA out
there? If you don’t have a high-value offer, you don’t have
something to pull them in!
- Value
is about the end results; what someone is getting from
you!
- Repellant #2: You don’t have your ideal market
identified.
- Most
accountants start their own firm, and their ideal client is anyone
with a heartbeat and is breathing! However, that changes when you
realize that you want to define your income and hours.
- Knowing what kind of person you want to serve
helps you to sell effectively to them.
- If
you want high net worth clients, you have to KNOW them, so that you
can identify them when you see them.
- Don’t
know your ideal client? Reverse engineer them! Get to know
everything about them.
- Repellant #3: you don’t know how your ideal
client makes buying decisions.
- If
you’re selling a $25,000 services package, a $25 off coupon will
not appeal to these high net worth clients. These high net worth
clients rely on relationships, so that they can get to know and
trust the value that you have to offer. Once you understand how
they purchase, you can lead with that value.
- There
are four things that you can do to attract these high net worth
clients.
- Attraction #1: have a high-value offering. If
you serve a specific niche and save them 6 figures in taxes each
year, that is a high-value offer that sets you apart from all other
accountants.
- Attraction #2: know your ideal
market.
- Attraction #3: know how your ideal client makes
purchasing decisions, and adjust accordingly.
- Make
sure that your words match what you’re portraying: if you’re
bringing a high-value proposition to your client, they will
research you, so don’t have a $25 coupon on your site to entice the
low-level client.
- Attraction #4: Know where your ideal clients
are; what conferences they attend, what their needs are. Once you
know them, and know who they are and how to reach them, you can
serve them effectively.
- Should I give away advice for free? NO! You do
not have to give away your work for free.
- Many
accountants give a free consultation and offer incredible value
during that consult to “prove” their worth. You do not have to give
away knowledge for free. Ask smart questions that prove your worth,
and charge for a follow-up strategy session.
- Don’t
be alone; don’t be a lone wolf. Find someone who markets to the
same type of client, and win together!
Learn More & Connect With Me
Here!
P.S. Over the last 18 months, I’ve been perfecting
something called the Selling Without Ever Selling System. Up until
now only my high-end clients have had access to this information.
But I’m so excited about this that I’m offering you a free coaching
session so I can share this information with you
too.
This system is all about getting
your IDEAL clients coming to YOU and finally getting paid what
you’re worth so you can build your dream practice and still have
the time and money to enjoy your family and kids. If you’re tired
of waiting around for business, relying on busy seasons, or
guessing at what works, this free coaching session is for
YOU.
Learn more at theabundantcall.com.
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