Bissett Bullet: Why Do You Do What You Do?
Today’s Bissett Bullet: “In accounting, our impact on businesses, lives and futures is substantial. We need to pull people into that knowledge to attract them.”
By Martin Bissett
MARKETING & SALES
The Sales Cycle and What You Need to Know
There are five steps and you can’t skip ahead.
By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention
For a long time, the word “sales” was not an accepted word in accounting firms. Unfortunately, too many accountants associated sales work with some type of unprofessional and even unethical activity. Fortunately, those days are long gone.
MORE by August J. Aquila
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The word “sales” is not a four-letter word; it is a professional activity. People who sell make a promise of some future deliverable: “I will do this and this for you.” In turbulent times, selling is a skill that accountants must learn to be successful. Here is my definition of selling: “Selling is problem solving.” Nothing more and nothing less. It’s what you do every time you help a client with a problem. If you have been a successful new business developer, then you have been a successful salesperson.
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Four Obstacles to Selling for Accountants
A detailed and historic look.
By Martin Bissett
Winning Your First Client
Let’s take a look at the last 20 years of my experience and my research as to where new clients come from in an accounting practice. I don’t think there are going to be too many shocks here.
MORE by Martin Bissett
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What I’ve found is that 82 percent of all new clients in a given year who come into an accounting firm come in from a referral source. This may be a bank or a lawyer or some other source, perhaps an existing client, who has recommended that a particular business meet with your firm and come on board as a client.
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Five Best Practices for Sales and Conversion
Plus a six-step process for ushering prospects through to virtual CFO services.
By Jody Grunden
Building the Virtual CFO Firm in the Cloud
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 by Jody Grunden
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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 →
Bissett Bullet: Could You Do More?
Today’s Bissett Bullet: “When marketing delivers us new prospect meetings, each interaction that prospect has with us influences them for or against using us.”
By Martin Bissett