Four elements to consider in every selling situation.
By August J. Aquila
Price It Right: How to Value Accounting Services
Selling professional services is not as difficult as some accountants and consultants believe. I like to define sales as solving a client’s problem. If you think in these terms, you’ll realize that this is what we do every day.
Sales is the lifeblood of every business out there. If we did not sell our services and products, we would not have a firm or business. So, don’t think of sales as something unprofessional. It’s an integral part of growing your practice.
MORE: Six Ways to Expand Your Client Services Checklist | Client Acquisition Never Stops | ‘Sales’ Is Not a Four-Letter Word | Maybe What You Need Is a Marketing Audit | Three Types of Marketing Message, and Which Is Best | Why You Need Progress Billing | Five Tips for Cross-Selling and Upselling | Five Keys to Successful Marketing | Twelve Fundamentals of Planning | One Question to Guide Your Growth Plans
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My goal is to make you feel more comfortable with the sales process. Here goes! Remember, you are selling solutions to problems – or, as I like to say, selling the sizzle and not the bacon. It’s not the service or product that you are selling, it’s the benefits to the clients. Clients and prospects aren’t buying the features of the system as much as what those features can do for them.
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