New business doesn't just walk through the door - especially not the properly priced value added work that many accountants and bookkeepers want to add to their firm. Winning this type of work requires a defined sales process that includes good discovery of not only the numbers, but also what non-financial challenges the business owner is facing. If you only focus on the numbers you'll miss much of the disfunction that will impede your ability to do a good job, plus you'll likely leave a bunch of money on the table. Whether it's in person or virtual meetings, web or customer research, you have to train yourself to really listen - to the owners, the team and customers. A lot of sales calls we've listened to are dominated (as much as 80%) by the accounting firm telling the prospective client how great they are. Instead, flip this on its head and get the prospective client talking as much as possible - you'll be surprised how much beyond the numbers you learn.
How is your tax season going so far? Get in touch and let us know. If you'd like us to help with a tax season review workshop get in touch with us via LinkedIn.
Penny Breslin - LinkedIn | @PennyB57
Damien Greathead - LinkedIn | @Damien_GH