Sales
3 Mental Phases
Billing clients can be VERY stressful…especially when you’ve done a bunch of extra work on their file. I’ve since realized there are 3 mental stages we go through during this “billing dance”. The real key is to get yourself to the HIGHEST phase – and STAY there!
Read MoreNever Sell
SELL is a 4-letter word to accountants! I get it. I don’t like sounding like a salesman either. This is why I NEVER SELL… …I do something else
Read MorePrice is Never the Objection
Why do people say no to buying your services? I have a secret for you…it’s NEVER because of the price. There are 3 underlying objections below the “price excuse”. Price is never the real reason.
Read MoreThe #1 KEY to Profit
What is the #1 Key to Profit in your accounting practice? Right client mix? Right staffing levels? Right service offering? All these are important…but they don’t take the #1 spot. It took me a while to figure this out when I ran my own firm. But when I did…my bottom line BLEW up!
Read MoreThe Gardener’s Mistake
Want to know how to make your clients price $$$ sensitive? It all starts with your first interaction. Be sure to avoid this fatal mistake that my new gardener did so that you don’t set yourself up for price sensitivity.
Read MoreGone to the Dogs
Ever feel stressed about giving a big invoice $$$ to a client? Most accountants do. What you may NOT know is where the stress is coming from… …and it’s an easy fix.
Read MoreSoar Like an Eagle
How much should you charge for special projects? Follow the approach my coaching client did…and you’ll be amazed at how much you can command. His prices are SOARING!! Watch this video to see how he’s doing it.
Read MoreGatwick DutyFree
Want to know an excellent sales strategy you can use when meeting with a potential new client? It’s REALLY easy. The best part is that it won’t make you feel “sleazy or salesy” as you do it. Just pay attention to what they do in DutyFree!
Read MoreNorwegian Pizza?
You can charge WAY more for your services than you think you can. The real trick is knowing HOW to do this. Take a lesson from my experience buying pizza in Norway. Yes…you heard me correctly – Norwegian Pizza!
Read MoreIbiza Pricing
I shot this video while travelling through Ibiza (Spain). When we ordered lunch it reminded me of how accountants should price their services during busy tax season. It’s a simple case of economics…supply and demand
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