Colin Dunn
min read

The first 'sale' is to your hardest prospect — yourself

As Shannon wrote last week, the US is opening up more by the day.

As things return to ‘normal’ (whatever that means), clients need your help more than ever. But they can’t buy additional services unless you offer to sell them something.

So, if you think about it, unless you get clarity on your target client service offering and then develop your sales skills, you run the risk of under-servicing your clients, which benefits no-one.

That’s why we’re recommending that accountants who are not yet ReNew Group clients dive into our free Masterclass and invest some time with your team on important areas such as these.

Let’s focus briefly here on SALES and share something very important with you. It’s this – the first sale is to yourself! Before you can sell anything, you need to be confident in two things:

  1. That the client will benefit from the sale
  2. That you can develop great value when you implement what has been sold.

Unfortunately, there is no easy way to build both sides of that value proposition other than to step out of your comfort zone and give it a go.

Here’s an example; an accountant had just sold and delivered his first goal-setting session for a client. He was ecstatic at the response from the client. After congratulating him on his achievement, we asked how much he charged. He sheepishly admitted that the price, just $800, was way too low. However, he quickly went on to say that now he has done it once, he understands the value and will be tripling the price next time. (Still too low, but it’s a step in the right direction!)

The team at ReNew Group can keep you on track with the types of questions that you should ask in a sales meeting, roughly in order. Please don’t stress if you go off track.
The fact that you have a process to back you up will help you get back on track if need be.

If you follow our process sequentially, you will stay on track but, equally, if the client pulls you off track, you’re able to check yourself and get back to the right spot.

For now, just a reminder to register for our free Masterclass or please send us a direct message or email and we'll endeavour to help you out.

Having spent almost 10 years in a business advisory capacity in a fast-growing UK firm, Colin Dunn FCA has spent the past 25 years training, coaching and consulting to accounting firms globally. Read more »

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