Sep 1, 2019
When you started your own
accounting firm, did you know that you were signing up to be in
sales?
Most accountants who start their
own firms are shocked when they realize that they are now in a 24/7
sales job. Every conversation that they have with a client is a
sales conversation, believe it or not!
So how can you get better at
those sales conversations? How can you turn those conversations
into business opportunities that save your clients thousands of
dollars, and bring abundant revenue into your firm?
The solution for many
accountants is hiring a sales strategist.
However, it’s easy to
hesitate:
- Is it
worth the time/money investment?
- Do I
really NEED a sales strategist?
- How
do I choose a sales strategist?
These are all great questions,
that I am here to answer!
It’s important to remember that
no matter how good you are at the numbers, most of your clients
won’t buy based on the spreadsheets - they buy from an emotional
perspective.
In this episode of The Abundant Accountant
podcast, The Pitch Queen breaks down the value of a sales
strategist, how they can help explode your business, and how to
choose the right sales strategist.
If your sales have been in a
slump, or you’ve taken a month off because you haven’t had any
business, you’ll want to tune in to this week’s episode of the
Abundant Accountant podcast!
This episode is sponsored by
Terra Optima. Terra Optima provides tax efficient real estate
strategies for small to mid-size accounting firms and have become a
proven resource to help grow the high net worth client base for
firms all over the country. They possess a wealth of resources in
the conservation space, as well as tools to add to your success in
assembling and presenting tax plans attractive to your clients.
Whether it's to manage a personal land conservation project for
your client, or to participate in a "best in class" real
estate project that could have a conservation outcome, make them a
part of your resource team today. Learn more at www.Terra-Optima.com
Here are a few key secrets we
talked about in this episode:
- The
Pitch Queen, Michelle, introduces herself and shares about her
business.
- I
invested in myself and went to a big digital marketing conference.
One of the biggest takeaways for me is that you want to be the
thermostat in your firm, not the thermometer. You want to set how
hot you want your firm to be!
- Invest in yourself! That allows you to set the
thermostat MUCH better!
- When
you started your firm, did you create a JOB for
yourself?
- Although data and numbers are great, it’s
sometimes not enough to enroll new clients.
- Not
everyone buys from a spreadsheet - people buy from
emotion.
- A
sales strategist helps you focus on new skills, knowledge, and
strategies.
- “If I
am not my best self, how can I serve YOU? If I am not learning and
growing, how can I help you?” ~ The Pitch Queen
- You
go to learn technical knowledge, you do continuing education
credits. You need these skills and knowledge to help your client at
a greater level! If you can’t get them to come and work with you,
the technical knowledge doesn’t help!
- “The
best MBA is the one you figure out on your own.” ~ The Pitch
Queen
- In
order to serve, you have to see your weaknesses. It’s not the most
fun, but it’s the biggest way to grow and get past fears blocking
you.
- No
one knows everything. You should strive to learn one new thing
every day.
- If
you are the best tax planner out there, then how can you learn a
new thing every day in an area you are NOT great in? Choose sales,
client relationship, or followup.
- No
matter how good you are, you can always become better.
- Do
you want a thousand clients at $10 each, or do you want a few
clients at maybe $1000 or $10,000 each?
- Working with a coach will help you learn new
methods and get the best outcome for your firm and your
clients.
- You
forget that you signed up for sales - but every time a client calls
you, it’s a sales conversation.
- Consider - how many missed opportunities have
you had in the past 6-12 months by not working on yourself? Not
having time to seek out anyone or work on yourself is not the best
way to set yourself up for success.
- You
don’t want to be complacent - not working on yourself is the first
step to a failed business.
Learn More & Connect With Me
Here!
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Do You want to MAKE MORE MONEY and WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable
accounting firm with less stress by joining our upcoming Abundant
Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT
ones!
- Proven tactics to actually get paid instead of giving away FREE
advice!
- How to stop competing on price FOREVER!
Join our
Abundant Accountants Masterclass today over at
theabundantaccountant.com.
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