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Why Long-Tail Prospects Drag Their Feet After an Accounting Consultation
Marketing for Accounting Selling for AccountantsLong-tail prospects take their time, but that doesn’t mean they won’t convert.
Hugh Duffy
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Understanding the Sales Cycle for Accounting Services and the Need for a Follow-Up System
Selling for AccountantsThe sales cycle for accounting services differs from the sales cycle for products. Unlike tangible products, accounting services are often customized, intangible, and require a higher level of trust between the service provider and client.
Hugh Duffy
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How To Develop A Consultative Approach To Selling
Marketing for Accounting Selling for AccountantsIn traditional selling, the emphasis is on manipulating the customer into buying by applying a range of techniques such as rapport, closing techniques, and systematically stripping the customer of all reasons not to buy.
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Why Filling Your Funnel is like a Marathon
Selling for AccountantsAt the onset of every client acquisition program, we all run into the proverbial funnel (or pipeline) and have to push clients thru different phase gates of the process.
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The Essential Ingredient for Rain Making
Selling for AccountantsGood rain makers have many skills and attributes that enable them to be successful. These skills include creativity, effective listening skills, tenacity, integrity, product knowledge, persuasion and a good service to sell.
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Understanding Buying Cycles and Triggers to Increase Selling for Accountants
Selling for AccountantsTo improve your selling effectiveness, it often helps to look at the entire process from the eyes of the buyer. In other words, if you reverse engineer your approach by looking at things from the eyes of the prospect, you might change your approach and effectiveness.
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Elevate Your Performance - Hire a Coach
Selling for AccountantsWhat’s interesting about a top tier coach is that they provide you with honest feedback in a non-threatening environment, point you in directions you were not aware of, and motivate you to achieve tasks outside of your comfort zone.
Hugh Duffy
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Accountants: What's Wrong with Your Sales Process?
Selling for AccountantsThe sales process can be arduous when you have a steady flow of leads coming into your office and plenty of existing work sitting on your desk.
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An Accountant's Guide to Consultative Selling
Selling for AccountantsWe're all familiar with high-pressure, hard-sell salesman who won't take "no" for an answer until the client's or customer's check is written.
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People Buy on Emotion, and Justify Rationally
Selling for AccountantsDale Carnegie may have been the first person to say that people buy on emotion by saying "When dealing with people, let us remember, we are not dealing with creatures of logic.
Hugh Duffy
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Why You Should Acquire a Systematic Approach to Selling Accounting Services
Selling for AccountantsIf you have a "systematic approach" to marketing and selling, your results will be far more effective than some fly by the seat of your pants approach. That's because a systematic approach is more predictable and consistent in delivering the results you want.
Hugh Duffy
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Understanding Prospective Customers' Objections, And How to Answer Them
Selling for AccountantsIn reality, prospective clients are not about to meet with you unless they have an issue to begin with. And after spending 30 minutes with you, many will be coy about their apprehensions and unwilling to break their inertia. This only natural...
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Rainmaking: Delegate or Do-It-Yourself?
Selling for AccountantsWithin your accounting firm, who is the "rainmaker?" Should this responsibility be delegated to a salesperson? In a smaller firm, should the owner of the firm be the "rainmaker?"
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Warm Up Cold Calls With a Two-Step Marketing Approach
Selling for AccountantsWe all know a "warm" lead is much better than a stone-cold lead, so wouldn't your marketing efforts improve if you "warmed" up your calls?
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