How Accountants Can Close Every Sales Conversation

As accountants, we often shy away from the idea of “selling” our services.

Value

We prefer to focus on demonstrating our expertise and helping our clients succeed. However, to ensure that small business owners understand what we can deliver, how we can help, and the value we provide, we need to be strategic in our conversations.

Here are three questions to ask at the end of every sales meeting that will help you close the deal without appearing pushy or salesy – after all, professional services are bought, not sold!

Remember, the goal is not to pressure the client into buying your services.

Guide the conversation

Instead, these questions are designed to guide the conversation and help the client understand the value you can provide. By approaching the sales process with a focus on the client’s needs and goals, you build trust and credibility, making it more likely that they will choose to work with you.

Professional services are bought not sold

Incorporating these three questions into your sales conversations can make a significant impact on how small business owners perceive the value of working with an accountant. By demonstrating your expertise, understanding their needs, and guiding them toward a decision, you can help clients see the benefits of investing in your services. As professional services are bought rather than sold, it’s crucial to approach these conversations with a client-focused mindset and a genuine desire to help their businesses succeed.

About Clarity

Clarity® is the end-to-end business advisory suite for accounting firms.

We help accountants thrive, by realising the  full potential of their team, their firm and their clients.

Clarity brings meaning to the word “advisory”. Our multi-award winning platform, education systems, and consulting team give you the structure, tools and plans to create, market, sell and deliver business advisory services; and the confidence to make it happen.

We enable you to introduce and create a profitable, repeatable and scalable business advisory service for your firm. One that increases revenue in excess of 40% and profitability by over 125%.

Significant value

Using Clarity adds significant value to small business clients. Value they clearly understand and want to pay for.

Why not book a call, so we can schedule a strategy session with you to create a customised implementation plan? We will then work with you to execute your plan.

And download our free report “The 7 Reasons Why Business Advisory isn’t Working” here.