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Know Your ABC

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Know Your Client Value Pricing

Know Your ABC

Accountants love acronyms. One that most CPAs miss is ABC.

Today, I’m coming to you from Big White, a ski resort just outside of Kelowna, BC, and I want to know if you know your ABC. I was heading up the hill on the chair lift with some other people and I overheard my friend Jim talking about working with a specific accounting coach. Jim said, “I couldn’t work with that guy because he’s an ABC guy.” I thought about it for a second and realized that this meant “Always Be Closing.” This refers to someone who always wants to be closing on a sale. 

Well, I don’t know about you but when I had my accounting practice, and even to this day, I’m not a big fan of the hard sell. Let’s be honest, that’s a part of why we got into accounting in the first place…because we didn’t want to have to sell our services. But the truth of the matter is, that we want to be able to have the right client conversation. That’s what it is for me, it’s about the client conversation. You want to have the right conversation with the client and extract the value that they want. You want to set your price and that’s when you win.

 

Always Be Creating

The other thing I wanted to mention is that the ABC acronym means always be closing but I’d prefer for it to mean Always Be Creating. Entrepreneurs are creative. They’re always creating, and finding new opportunities to be creative. Think like an entrepreneur when you’re in your accounting firm. Generally, when you’re always being creative, you create value for your clients. You’ll never fail when you’re adding more and more value for your clients. Then you’ll be able to price your services properly for your clients – this is exactly what I teach in the Accountant Success Formula. Feel free to give me a quick call if you’re interested in learning more about my program.

I’m Erik Solbakken, reminding you that when you take back control of your business model, you can take back control of your life. Stay tuned for more success tips.

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