The first 'sale' is to your hardest prospect — yourself
As Shannon wrote last week, the US is opening up more bythe 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 shares omething 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 greatv alue 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 ecstaticat 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.
If you're interested in more insights like these, consider signing up for our Renewsletter: https://www.renewgroup.com/newsletter. Alternatively, if you'd like to discuss your CPA firm's specific needs, feel free to schedule a call with us: https://www.renewgroup.com/contact.
About the Author:
Colin Dunn, a Chartered Accountant with extensive experience in the accounting industry, is passionate about helping accountants transform their firms and lives. With over 25 years dedicated to creating content for to help CPAs improve their profitability, Colin shares valuable insights into optimizing both firms’ sales and the value they provide for those sales. Colin believes that CPAs can create a better work-life balance by learning from past experiences and applying these insights to their firms, allowing them to spend more time with their families and pursuing hobbies and leisure interests.
About Renew Group:
Are you tired of being on the diet but not seeing results? Most consultants to the CPA Profession do lots of talking and deal in 'fluff'. But there's no accountability and no focus on RESULTS.
At Renew, we start with your numbers. Our firms complete a Pareto for Profit analysis EVERY YEAR, set new targets to improve their profitability and then 'weigh in' regularly. We give you a roadmap to transform the profitability of your accounting firm by accessing our content, collaborating with other firms on a similar path and being held accountable by our coaching team and your peers.
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