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How to Sell Accounting Services by Determining Client Needs

How to sell accounting services, this is how…and I put this up at the beginning of the presentation..this is my background on my computer. So, you know when somebody comes into work with us, some people only want to do taxes, some people only want to do accounting—but what I think makes the most sense based on what I’ve seen for people that are doing tax and accounting, is to have this mix of services, right? To do tax planning, to do CFO services, to do wealth management, to do commissionable referrals as much as we can. Not every single client needs all of these. When I look at all of these services, I want to try to add as many of them to every client as I possibly can, but I’m not going to think, “Do I just need to do tax or do I just need to do CFO?”

How to sell accounting services if you are offering mixed services, I would say that I would prefer to start off with tax planning and then I would offer to upgrade them into CFO services. Then in that tax plan I would like to also offer them tax prep. I would also like to offer them financial services and I would like to consider doing the quarterly. The CFO services are really going to determine whether it’s something in terms of the monthly accounting level, if it’s the controller level, the CFO level and so on. Then also commissionable referrals. What are other things we can refer them out and take a commission on? So, build with what the client needs.

And from what I can tell, this is the best way to do it. Now, if you want to just do CFO, you just want to do tax, totally fine with that. I will support you in that 100% percent. If you’re someone that says, “I don’t care. I want to build the best thing for the client, for me to maximize my value to the client and maximize what I’m charging for a client”, then I would say to do it in this order. You’re saying I have a CFO role opportunity in my hand right now. I would say is it possible for us to do the tax plan first? And there’s some situations where we can, there’s some situations where we absolutely cannot and it makes sense to do this first. In that case, that’s totally fine. That is absolutely fine. But here’s the problem I have with your statement.

“I have to decide if it should be tax or CFO.”

I don’t think you do. I think if those are going to be two things that you’re going to offer in the business, I love that and would support you in that. And I would say that you need to have both of them as options to do first, but have a preferred flow. So, I prefer to do tax and then CFO, but if something comes along where someone needs the CFO side, boom, I’m going to go for it. I’m going to crush it for them. That’s kind of the mentality I would have on it, rather than I need to make a decision on one or the other. How to sell accounting services is not rocket science! 

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AccountingTax.com by Andrew Argue is now Corvee