I reviewed the results from a recent internal member survey of a prominent technology company in the accounting industry asking what do members want more training on, and the answer was….
This isn’t surprising as Sales is never given much focus through university, most of your career and not a lot of training provided from professional bodies or other institutes.
However once you become Partner, or go out on your own, or just wish to work closer with your current closer, suddenly this becomes an important function.
I believe that you don’t need to sell, you can in fact focus on helping. Accountants resonate more with helping, they like to help, they are already helping.
However with a little more structure this can lead to converting from prospects into clients [only if ideal clients], opening more opportunities with strategic partners and identify unmet client needs and positioning the recommendations and suggestion to best help them.
I put together a short video talking about a few important points:
- client unmet needs
- clients unaware of all of your services
- speaking accountanese
- ask more questions
I covered this topic a lot more in depth in a 1 hour training inside Modern Firm Practices Membership which you can access here.
In this training I also provide 8 Key Timeless Questions to identify unmet needs and how to position the recommended service to help.
Put simply, it is about getting out there more, engaging with clients and ask them plenty of “GREAT” questions.
Until next week,