As competition in the industry increases, you would think that most Accountants would jump at the chance if adding an extra $1m or so in fees – especially if they could do it without having to add a single new client.
But unfortunately, many firms are failing to avail themselves of this potential bounty, due to a general aversion Accountants seem to have towards ‘selling’. Now, I can understand why most Accountants are reluctant to “sell” their services – so instead, I’d like to show you a way to better engage your clients in an extremely professional manner, so that they can better understand the value you bring to their business.
Whether it’s because they think selling is below them or because they view selling as a black art that takes a certain type of personality, either way, many firms lack a sales focus , and it’s costing them money.So let’s forget about ‘selling’ and instead focus on developing better engagement skills.
As an Accountant with years of experience in helping practices manage their sales focus, there are a few simple steps that I can help you adopt that will change the entire way you and your staff think about ENGAGING your existing clients.
Across a very broad range of industries, research has consistently supported the proposition that it is far easier (and at a much lower cost) to gain additional revenue from existing clients, than to chase new clients.
The key here is gaining a much better understanding of your client’s current business needs, as well as his longer term aspirations, in order to be able to provide them with a much broader spread of products, services and advice, that many clients may not even realise they can get from you. Best of all, your clients won’t even realise that you are ‘selling’ to them.
It has been my experience that many Accountants do not have a formal process to find, position and convert clients, but at TwentySix Group, we can take you through a well proven process that will establish your firm as an ENGAGEMENT-driven organisation that will in turn have an immediate and long term positive effect on your fee generation opportunities.
Call us today for a quick chat to find out more about the proven techniques that are making The TwentySix Groupthe leader in professional practice management and improvement services.
We guarantee to make you and your team the best of both worlds – a professional practice that knows how to sell its skills and experience.