How to Sell Virtual CFO Services

Free CPE Webinar: Learn how to successfully launch or expand Virtual CFO services in your firm by identifying a niche, defining an ideal client, and closing a sale.

Join Jody Grunden, CPA Trendlines expert author and CEO of Summit CPA Group, along with Adam Hale, COO at Summit CPA Group, and Tom Wadelton, Virtual CFO at Summit CPA Group, to learn how to identify the type of client you want to work with, analyze your client base to identify prospective VCFO clients, and present and explain VCFO services.

Thursday, June 25
1 pm ET / 10 am PT
1 hour, CPE
Register Here

How We Sell Audits Online

Make it easy for prospects to reach you.

By Jody Grunden
Building the Virtual CFO Firm in the Cloud

With our 401(k) audit service, the bulk of our clients find us online and come to us through our website. We also get referrals from investment advisors and third-party administrators.

MORE: 6 Steps for Sales and Conversion | Marketing Is About Thought Leadership | How to Audit 401(k)s | 3 Measures of the Effectiveness of Your Team | How to Profit with Workflow Apps | Cyber Security at a Virtual CPA Firm
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No matter how a prospect finds us, there are three ways that they typically reach out to us:
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6 Steps for Sales and Conversion

Here’s what works for us.

By Jody Grunden

An important part of the overall process within the company is sales and conversion. For our Virtual CFO service, there’s a six-step lead conversion process from when the prospect discovers our website to when the engagement begins.

MORE: Marketing Is About Thought Leadership | 3 Steps to Better Client Communication in a Crisis | Four Key Financial Metrics for Growing Any Business | Transferring Clients to a New Employee
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The Sales and Conversion Process

Our sales and conversion process includes six steps.

Here’s what that looks like and the typical timeline: READ MORE →

Marketing Is About Thought Leadership

“You have to be able to acquire AND retain, and you have to have both happening at the same time.”

By Jody Grunden

I bet you can imagine that marketing a virtual accounting firm is different than it is for traditional brick-and-mortar accounting firms. When you’re only serving your local area, you need to focus on things like signage, local advertising, the Yellow Pages, your website, Google My Business, Yelp, Chamber of Commerce and word-of-mouth referrals. Those are all great ways to get noticed by people in your area who would benefit from the services you offer.

MORE: 3 Steps to Better Client Communication in a Crisis | The Right Way to Onboard New Clients | How to Evaluate Workflow Management Software | When the IRS and FBI Come Knocking | 5 Questions to Evaluate New Tech Tools | The Hidden Cost of Running a Distributed Company | How to Develop Your Leadership Team
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

When your customer base isn’t confined to a specific location, however, it changes the game a bit. You still want word-of-mouth referrals and you still need a website, but it becomes even more important to focus on search engine optimization (SEO) and thought leadership – developing your online platform, publishing articles with industry publications, speaking, etc. – to help people discover your services.
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3 Steps to Better Client Communication in a Crisis

Help yourself while you’re helping them.

By Jody Grunden

Clients desire transparency. Being transparent with clients and having open, honest communication with them helps build really strong, healthy working relationships. It’s never been so important for us to have open communication channels with our clients at all times no matter what form of communication is being utilized.

MORE: The Right Way to Onboard New Clients | How to Audit 401(k)s | 3 Measures of the Effectiveness of Your Team | How to Profit with Workflow Apps | Cyber Security at a Virtual CPA Firm | Top Tech Choices for the Virtual Firm | Keeping the Right People on the Bus
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In some organizations, people hide behind their computers if they feel too busy or if they don’t want to face the client because they aren’t able to meet a deadline. We, on the other hand, make it a priority to be available to our clients at all times.
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The Right Way to Onboard New Clients

Smiling businesswoman offering a handshakeHow do you want your new virtual CFO client to feel?

By Jody Grunden

Onboarding is critical when it comes to bringing on new virtual CFO clients. It’s also important to have a smooth onboarding process for clients receiving any other types of services. I want to dive into onboarding in each of our service areas a little bit more.

MORE: How to Audit 401(k)s | Four Key Financial Metrics for Growing Any Business | Transferring Clients to a New Employee | Why Process Is Key to Remote Work | Innovate for the Right Reasons | Creative Perks for Remote Employees
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

I don’t mean to beat a dead horse here, but I simply cannot express enough how important the onboarding process is for establishing extremely solid client relationships. When it comes down to it, relationships are the backbone of our business.
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How to Audit 401(k)s

Green checks being made on checklist… and keep the process from lasting forever.

By Jody Grunden

As with any service area, it’s important to have a solid process in place. Without one, it can be a little bit like the Wild West! The 401(k) audit process involves six stages, which are typically completed within four to eight weeks.

MORE: Four Key Financial Metrics for Growing Any Business | 4 Ways to Bill Clients | How to Evaluate Workflow Management Software | When the IRS and FBI Come Knocking | 5 Questions to Evaluate New Tech Tools | Traditional Benefits for Remote Employees
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Once a prospective client confirms they want Summit to complete their audit, we send them the engagement letter and the questionnaires along with the governance planning memo that we’re required to give them.
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Four Key Financial Metrics for Growing Any Business

illustration of 4 key metrics
4 key metrics for business owners

What’s in the pipeline?

By Jody Grunden

Having a solid understanding of their finances can make a huge difference for business owners. Not only does it help business owners make decisions about when it’s time to hire a new employee or whether or not to invest in new equipment, but it also enables them to sleep better at night!

MORE: 4 Ways to Bill Clients | 3 Measures of the Effectiveness of Your Team | How to Profit with Workflow Apps | Cyber Security at a Virtual CPA Firm | Top Tech Choices for the Virtual Firm | Keeping the Right People on the Bus | How to Run Effective Leadership Team Meetings | DiSC Helps Remote Team Work Together Effectively | 3 Ways to Keep Client Files Safe from Security Threats
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

As a business grows, there are a few metrics business owners need to understand and review on a regular basis. When we work with growing businesses through our virtual CFO service, we help them focus on the following key metrics:
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