Sales

It’s Not Sales. It’s Your Duty

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Ed Mendlowitz CPA The Practice Doctor Q and AHow to suggest additional services to clients and why you’re doing them a disservice if you don’t.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

QUESTION: I always feel awkward telling clients they need additional services that I should perform for them. Can you tell something that could “rev” me up for this?

MORE PRACTICE DOCTOR Q&A: Yes, You Should Send Rejection Letters | When to Hire an Admin Assistant | 7 Ways to Lose a Client’s Trust | How Much Should You Pay To Buy, Sell or Merge an Accounting Practice? | Why the Average Fee Doesn’t Matter | No More Printouts at CPE Programs? | 6 Ways to Take a Client Beyond Tax Prep

ANSWER: Actually, by suggesting additional services you are doing the client a favor and a good deed. Also, you are in business and the easiest way to generate additional revenues is to cross-sell services to present clients.

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Selling on Value vs. Fees

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What’s the difference? Compliance sells on fee; advisory sells on value. By Martin Bissett Understanding Selling I’ve been asking you to believe in yourself, to get your potential clients to open up to you and to demonstrate to them the outcomes … Continued

Selling vs. Attracting to Build Relationships

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Break down unspoken barriers. Are you just about compliance? By Martin Bissett Winning Your First Client It’s about time to realize that value is not about time. MORE BISSETT: Selling vs. Attracting to Build Relationships | When Selling, Don’t Chase New … Continued