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Grow an Accounting Practice by Learning to Close Deals

Closing for accountants...ready to grow an accounting practice? So I had a woman years ago, worked with me. She said, “Andrew, how could I charge people money when they’re not making any money?” I said, “Well, here’s what you need to say to them, because if they tell you that, this is what you need to say: ‘If you sign up to work with me right now and you pay $1,960 and we worked together on a go forward basis, and you are not going to change your behavior, we might as well just end the call right now and go our separate ways. Honestly, it’s not going to be any good for me, it’s not going to be any good for you…but, if you’re going to pay this money to change these habits, get control of this business, you start to get this thing in order, use this relationship with me as the vehicle for transformation that you desperately need. Running a medical practice doing $980k, then this is the last thing you’ll ever have to pay for. That cuts into crossing the negative line of this business and we’re going to get this thing back on track. So it’s up to you if you think, if you’re committed to make the change, I’m committed to work with you. If you can’t get out of this thing, we can end it here.’ That’s how to talk to people if you want to grow an accounting practice.

Closing for accountants involves having a script so you know in advance how you might answer objections like these. Closing for accountants is about being prepared to help move the client from a no into a yes! This is how to grow an accounting practice.

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