The Art of Sales and Marketing for Accountants … or, the magic beans and the belly ache …

I really hate sales and marketing. It makes me feel sick to think about trying to persuade people to please let me do their accounting. Sure, I can do the work. But that’s all I want to do.”

A whopping 27% of accountants I surveyed recently said their resistance to Sales & Marketing was the main reason why they weren’t pursuing more SME business advisory work just itching to be done! So many business people are being left in the dark, with no idea how much more profit they could be raking in … what a pity, eh?

Anxiety related to sales and marketing can be such a kill joy, can’t it?

But we accountants can come out to play, I assure you. And we’ve got built-in reliability for back-up, so how scared do we really need to be?

Here’s a few things I have learnt about sales & marketing, which I would like to share with you:

•    Sales and marketing is a game we all play – we can’t make a single move in this world without engaging in give and take. If we remove the old idea of ‘winners and losers’, we can really free ourselves up to have a whole lot more fun in life and business – and EVERYONE wins!excited woman small
•    Nothing beats a great system that can be tested and measured for smoothing the sales process. With it, we can be calmly confident of presenting a potential client with the best opportunity we can see for them to thrive beyond what they thought possible.
•    Sales are won through regular contact. Maybe they’ll buy from you, and maybe they won’t; maybe today, and maybe not. But research shows that 80% of sales come out of the FIFTH to TWELFTH contact.
•    Everyone has a story to tell. Of course. But we need to be good listeners to sell.  After all, we have 2 ears and 1 mouth.. so let’s listen more than we talk.
•    People do business with people they “know, like and trust”.   Your clients represent a list of future long term more regular business, with at least two of these three elements already covered by you.  Get out and talk to your clients and build up that third element.  They will thank you for it!

(For more support on how to build up “Business Advisory” in your practice,
click here : )

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