You're at the end of your meeting with the prospect and you've given them the price You wait for them to speak They finally do and say:
"Is there anything you can do for us on the price?"
You really want the business, you don't want to lose them, so you end up giving a reduction...
Noooo!Ā
You s...
Ever feel like that?Ā Like youāre constantly chasing your tail.. Drowning in client work and fire fighting.Ā Not making the in-roads that you want to grow your practice. Well youāre not alone.
Tom is a small sole practitioner from Dublin with 2-3 employees and he was in exactly the same position 6m a...
Do you patronize these companies?
Amazon, Dominos, and Uber
How would you rate their services?
Most people I know would rate them quite high.
And do you know why that is?
Because they have the customer at the heart of all their operations.
Itās all about how much they value their customersā¦
H...
Clients don't care about youĀ
Harsh, but trueĀ
They only care about what you can do for THEMĀ
ā¶ļø How you can help them overcome their problemsĀ
ā© Or realise their dreamsĀ
So don't start off a meeting talking about you, your firm, how many offices you have etc etcĀ
They don't careĀ
Instead, fo...
There are two types of #accountantsĀ
Which camp are you in?Ā
Are you the internal focused accountant or the client focused accountant?
When you're internally focused you:
šµ charge based on time spent
ā believe your people are a commodity
ā let your clients take 100% of the risk of working with...
I'm gonna share with you one thing that will really boost your conversions from your sales meetings, from your prospect meetings to get your prospects to say yes to working with you.
So rewind a number of years ago now. The way I used to carry out my prospect meetings was that I would have the init...
If you're an accountant do you still use timesheets in your practice?
In my last mentoring session I did a poll. There were about 50 accountants there and more than half said that they still used timesheets in their practice.
Now the vast majority don't use timesheets for billing purposes. So they...