Your existing clients can help with closing new ones.
By Hitendra Patil
Client Accounting Services: The Definitive Success Guide
As you hone your sales discovery process, you will see that asking and telling is not enough. You need to “show” as well.
MORE: Three Keys to Developing Your CAS Sales Process | Happy Clients Will Blow Your Horn for You | Attract Clients through Facebook Groups | Want Higher Profitability? Turn to CAS | Structure Insights as What-Why-What | Set Your Processes Apart in Nine Steps | Five Ways to Overcome CAS Staffing Challenges | Think CAS Isn’t for Your Firm? | Convince Your Firm of CAS Value
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What you show during the discovery discussion are your client accounting services sales collaterals. They are the “proofs” that you actually do what you say. These collaterals answer the often-unexpressed question in the prospect’s mind “What will I get?” For your CAS sales process, the following are some examples of the sales collaterals:
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