here’s what you’re looking for: ty hendrickson

you don’t have to solve the problem, just make the introduction.

by ty hendrickson

cross-selling at accounting and advisory firms. it’s something a lot of firms often talk about but frequently seem to struggle with. but as the profession continues its shift toward advisory services, it’s never been more critical.

more: don’t confuse marketing with biz dev
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there’s so much opportunity to do more for existing clients (and drive revenue higher). yet, many accounting professionals tend to overcomplicate the cross-selling process, which simply begins – and sometimes ends – with having a conversation.
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how a funnel will get you there.

by ty hendrickson

no, i haven’t lost my mind, i truly believe that all accountants should love sales.

more: sell your services on value, not price | when did our reaction to “no” change? | build the practice you want in 4 steps | get goal-ready for 2021 | maybe the pandemic isn’t all bad | the real problems created in a remote workforce

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it is well known that the general sentiment in our industry is that business development is terrifying and not what we were trained to do as accountants. in reality, the fundamentals of sales are actually what accountants do best – number manipulation. once the framework of sales is broken down to a numbers game, it becomes fun, exciting and dare i say, easy!
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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
exclusively for pro members. log in here or 2022世界杯足球排名 today.

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?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

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 2022世界杯足球排名 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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you may be unique, but then what?

by ty hendrickson

why should someone choose to do business with you over someone else? have you ever sat down and truly thought through the answer to this question?

more: the abcs of exceptional cpa leaders | 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 2022世界杯足球排名 today.

whether you own your own accounting practice or are a part of a larger firm, this is probably the most important question you will ever need to know the answer to if you want to be successful.
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