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4 unique value drivers.

By Ty Hendrickson

It is all too common when putting together a new client proposal for the first thought to be, “I need to be right around or less than what they currently pay to win this client.” Does this sound familiar?

MORE: When Did Our Reaction to “NO” Change? | 5 Ways to Rethink the Way You Communicate | Get Goal-Ready for 2021 | Three W’s for Networking the Right Way | The CPA Firm Partner’s Role Is Changing | The No. 1 Reason Accountants Fail To Build Advisory Practices | 4 Reasons to Welcome Rejection
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When we go in to win new business, instead of thinking about what we are bringing to the table and what services we provide, we focus solely on how can we price our work to be competitive and maybe just low enough to win the business. Then, when we meet with the client and share our beautiful proposal that took time and effort away from other tasks, the potential new client decides to stick with their current accountant.
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It’s a cue to ask more questions.

By Ty Hendrickson

When did our reaction to “NO” change?

My son recently took up driving and honestly, it terrifies me. When he asks to use the car, he hears the word “no” a lot and it is typically the beginning of a long debate about why he needs the car. You may remember responding the same way when you heard the word “no” at that age and thinking of a change in strategy until you figured out a way to get a “yes.”

MORE: 5 Ways to Rethink the Way You Communicate | 3 Steps to Getting the Most Out of Every Meeting | Why Choose You? | The One Big Reason Your Hiring Sucks | Are You Botching Your First Impression?
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Something happens to us between childhood and our first job. As an adult, when we hear the word “no,” we cringe. We shy away and quickly give up to avoid confrontation.
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Meetings can be hard to get. Don’t waste them.

By Ty Hendrickson

Every single day you are selling. It could be an idea, a product, an action or even selling yourself. It’s easy to agree that, yes, you are always selling something.

MORE: Build the Practice You Want in 4 Steps | Get Goal-Ready for 2021 | Three W’s for Networking the Right Way | The CPA Firm Partner’s Role Is Changing | The No. 1 Reason Accountants Fail To Build Advisory Practices | 4 Reasons to Welcome Rejection
Exclusively for PRO Members. Log in here or upgrade to PRO today.

However, you may not intentionally approach each one of your client meetings as a sales call. By spending three to four minutes preparing before each interaction and by working through the three steps below, you will find your clients agreeing with you and buying into your ideas and services.
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