Most accountants are great with numbers, but uncomfortable with “selling.” There’s this common sentiment that selling is “unethical” or “evil.”
Frankly, scrolling through some of the sharky ads from individuals and companies in our accounting and tax space that populate our newsfeeds … well, we can understand the sentiment.
But selling is really just about building solid relationships, and that’s something we can all *relate* to at our core.
See, we ALL sell in one way or another.
So, why not become more efficient at it?
Probably one of the most vital skills in business (and life) is to be able to effectively communicate the value of what you’re offering. It can mean the difference between success and failure in your practice and even your most precious relationships.
That’s why we brought in some friends of TaxProMarketer. In this video, Anthony Simonie and Donald Stojack of Client Elevator share the exact selling process they and their accounting clients use to consistently bring in highly profitable engagements with affluent clientele.
When we chatted with them, they offered up some expert insights on specific frameworks that help you to engage in productive conversations that are comfortable for both you and your prospects.
Implementing this framework (whether it’s you or staff members taking your calls) will engage prospects in unique ways, win more business, and box out the competition nipping at your heels.
They also covered a few other things including:
* The ONE mistake 90% or more accountants are making in their sales process and specifically how to fix it.
*The ONE thing, that if uncovered, will increase your engagement win rate by 20% to 30% or more.
* How to stop getting pricing objections and have prospects see your value and be happy to pay for it.
*How to navigate conversations with prospects and clients more efficiently, bringing you more confidence and more wins.
* The Ethical 7-Step Conversational Framework (influenced by Donald’s work with Tony Robbins) that gets consistent and predictable results for even the most introverted person.
* How to avoid the most common mistakes that derail conversations and send affluent prospects running into your competitor’s arms.
And, as you’ll see, with integrity and the right words, you can have people see your value, invest in your services, and give you consistent referrals. It requires knowing how to say something useful, when to say it, and whom to say it to.
Think about this: the only difference between a $1 bill and a $100 bill is the message on the paper.
When you start changing the words you use in your communications, you can very quickly transform your practice and results, and get a MUCH HIGHER ROI on all your marketing efforts.
So, take a little time to listen, figure out what you’re selling, and start implementing these strategies for building solid client relationships (the kind that lasts). You’ll find that selling isn’t the evil beast you’ve taken it for… it’s actually the lifeblood of your business, and there’s joy in it.
Serve the world unselfishly and profit.