Jul 1, 2019
Do you ever wonder if you’re
being annoying to your new leads?
This is a struggle that holds
many accountants back from following up, and ultimately hurts their
clients and hurts their business!
Most clients require up to five
follow-ups before they bring in more revenue to your firm by
enrolling with you. However, most accountants don’t even follow up
once! That is money left on the table, but more importantly, that
is the value that you have missed out on.
Instead of spending your time
worrying about being annoying to your clients, you can change your
focus. Focus on:
- Getting to know your clients on a more personal
level.
- Serving them by putting them on a follow-up
schedule based on their business and the needs of your
prospects.
- Keeping yourself on the top of their mind so
that when they need someone, you’re the one they call!
If you don’t follow up, they’re
going to need help eventually. If you haven't followed up, odds are
that you won’t be on the top of their mind. You want to be the one
that they call first and proper sales follow up will help you
achieve this.
In this episode of The Abundant Accountant
podcast, The Pitch Queen, along with with Denise Mandeau talk about
follow up, and how you can strategically follow up with your leads
to help make yourself stand out from any other
accountant.
If you know that you can serve
your clients more effectively, and you are certain that you’re
leaving money on the table, you’ll want to tune in to this week’s
episode of The Abundant Accountant podcast!
Enjoy, and thank you for
listening and tuning into The Abundant Accountant
Podcast!
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Be sure to join us on July 15th
for our next amazing episode!
Do You want to MAKE MORE MONEY,
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.
Here are a few key secrets we
talked about in this episode:
- The
Pitch Queen, Michelle, introduces herself and Denise and shares
about her business.
- Follow up - how can you do that without being
annoying?
- Did
you know that 80% of sales might require 5 follow-ups?
- “People are so afraid to reach out and talk to
people, but the truth is, nobody follows up! People actually like
it when you reach out to them and show you care.”
- The
fortune is in the follow-up, and is where a lot of revenue can be
generated!
- Not
one accounting professional that we’ve worked with has done any
follow-up. This means there is a lot of opportunity to rise above
the rest in this area!
- Follow up helps you grow a deeper relationship
and build rapport with clients.
- Follow up helps you stay top of mind for your
client’s and prospects. Sometimes timing is off when you first
meet, and there’s always something that happens - if you’re top of
mind, they’re going to think of you first and you’ll gain the
business.
- New
leads are much more expensive than following up with current
clients!
- Make
your follow up communication have significance: “I’m just checking
up on you” has no meaning. Make it specific to your last
communication you had with them.
- There
was one client who wasn’t ready to enroll with Denise, and Denise
continued to follow up with him. About 4 months after their initial
meeting, something came up that she thought would be of interest to
him, and she invited him to the event. He then signed up for a
$10,000 engagement! The fortune is in the follow up!
- If
you are working with someone who is not ready to engage with you
right now, or today, anytime you’re in a meeting or on a call with
a client, schedule a follow up within 12-24 hours right then. Never
wait! Schedule the follow up immediately.
- Remove the back and forth - you don't have to
email or call them again, schedule it right then and
there.
- People appreciate that you take action and book
things immediately!
- Schedule a check-in in one month if they aren’t
a good fit now. If you feel like they will be a good fit for your
firm, once a month is a great goal for follow up.
- I
recommend sending a thank you email to your potential client, thank
them for their time, and mention “I look forward to talking to you
on [future date], etc…”
- When
I’m sending the thank you, I will also do a little recap of our
conversation, sharing “This is what I heard was important to you,
etc…”
- It
shows that you were listening and helps you remember what you spoke
about in a later meeting - also, paste that email in the calendar
appointment notes so you can see and know exactly what you spoke
about previously.
- Send
off-topic emails to your clients! Send something fun that is
related to your client’s interests. It’s really the thought that
counts, and that is what people remember.
- If
you follow up, you differentiate yourself! If you can’t do it every
month, do it every other month!
- Accountants tend to like to send stuff about
tax laws - your clients might not really care! Send them something
personal. If you don’t know anything about them personally, take
them for coffee and learn more about them as a human being! What is
their passion and what do they love to do?
- Focus
on value. Reflect back to them what is important to them. Let them
know you heard them, you care about what is important to them, and
that will make you stand out!
- Keep
building rapport! Every time we reach out and follow up, it builds
that relationship even more!
- Follow up in a genuine activity that sets you
apart, and will keep you at the top of your potential client’s
mind.
- Michelle and Denise challenge you to
incorporate 30 minutes to an hour of follow up into their schedule
each week, and see how it impacts your firm!
Learn More & Connect With Me
Here!
P.S. Do You want to MAKE MORE MONEY, 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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