Close search field

Video

Sales for Accountants Start with Accounting Client Needs

The easiest way to think about sales for accountants is to figure out what the needs are, not to think about yourself selling something. It’s like, no, no, no. What are the problems? Okay. I found the problem, then to attach to the solution…problem, solution, problem, solution. Until you find the problem, you can’t do it. 

So, the only reason you should change the solution is if you discover a more painful problem that you think they’re ready to pay for now, and I put those up there. So, if you’re going for a roadmap or a tax plan, you might decide, “Oh, this person is hot off the press. They are ready. They’re even saying they want a CFO. They’re saying they’re ready to pay. They’re saying that they had someone they were paying $85,000 a year and it wasn’t working. So, they’re looking for an outsource provider and they need somebody ASAP because things are falling apart. And they’ve got an investor presentation in six weeks. Let’s just start talking about working with them as a CFO because the need is there.”

You can go ahead and pivot if you see a different need. Sales for accountants is about pivoting during a call. You’re going to figure that out pretty early on in the middle of the call, but even still in that situation, if you were going in thinking you were to sell a roadmap, you could still be a roadmap to CFO. Sometimes you’ll get people that are just so hot and ready that you just go for the full kit and caboodle, right? You just go for everything or you switch to a totally different service and you get on the call and you realize, well, this person is doing $100,000 in gross sales, or maybe they’re doing $50,000 a year in gross sales, but they think they’re going to grow.

But they don’t feel like…I don’t think they’re going to do a tax plan, I don’t want any tax plans so I could do financial coaching. They’re doing $50,000. They need to get QuickBooks set up. They need to figure out how to pay themselves. They need to figure out what to set aside for taxes. They need a budget. They need projections. Maybe that’s what they need based on where they are. So, how do you change the service? You’re going to think first, what does the client need? That’s what I would say. And it sounds simple, I don’t know about you guys that took me a long time to figure out. I was like, “You have to sell. You have to sell..as soon as I figured out, just attach yourself to the diagnosis, there’s a lot less pressure. So, sales for accountants is about diagnosing first, not selling.

See How You Can Optimize
Your Tax and Accounting Firm
with Corvee

Want to Learn More?

Please fill out the form below.

  • This field is for validation purposes and should be left unchanged.

Interested in Partnering?

Fill out the form below, and we’ll be in touch.

  • This field is for validation purposes and should be left unchanged.

Want to Learn More?

Please fill out the form below.

  • This field is for validation purposes and should be left unchanged.

Want to Learn More?

Please fill out the form below.

Want to Learn More?

Please fill out the form below.

  • This field is for validation purposes and should be left unchanged.

Want to Learn More?

Please fill out the form below.