![\"smiling](\"\/\/www.g005e.com\/wp-content\/uploads\/2023\/12\/1600_manphone_adobestock_112105409.png\")
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your existing clients can help with closing new ones.<\/strong><\/p>\n by hitendra patil<\/i> as you hone your sales discovery process, you will see that asking and telling is not enough. you need to \u201cshow\u201d as well.<\/p>\n more: <\/b>three keys to developing your cas sales process<\/a> | happy clients will blow your horn for you<\/a> | attract clients through facebook groups<\/a> | want higher profitability? turn to cas<\/a> | structure insights as what-why-what<\/a> | set your processes apart in nine steps<\/a> | five ways to overcome cas staffing challenges<\/a> | think cas isn\u2019t for your firm?<\/a> | convince your firm of cas value<\/a> what you show during the discovery discussion are your client accounting services sales collaterals. they are the \u201cproofs\u201d that you actually do what you say. these collaterals answer the often-unexpressed question in the prospect\u2019s mind \u201cwhat will i get?\u201d for your cas sales process, the following are some examples of the sales collaterals: \u201ccan i speak with a couple of your clients?\u201d<\/p>\n don\u2019t be nervous when a prospect asks you this question. instead, be thrilled that the prospect asked you this question because it indicates that the prospect is more or less convinced he\/she should work with you and wants to remove that last lingering piece of concern by using the social proof.<\/p>\n at the same time, it is not prudent to just give away the contact details of your cas clients. you want to make a very relevant introduction so that your existing clients are able to provide pertinent insights based on the types of questions the prospect may ask. it is, therefore, important to tell the prospect:<\/p>\n \u201ci\u2019d be delighted to introduce you to a couple of my existing cas clients. to make it worth your and their precious time, and to make sure i connect you with only those who can relate to your business challenges\/motivations, can you please tell me what exactly do you plan to ask? is it about the overall experience of working with our firm or about some specific processes?\u201d<\/p>\n asking this or something similar will help you narrow down who exactly you should introduce to the prospect. many times, it can also provide you additional opportunities to address the concerns that the prospect may not have expressed. most of the time, even when the prospect is convinced about the value of your cas offering, the prospect may still have the dilemma, \u201cam i making the right purchase decision? i don\u2019t want to regret it later.\u201d you want to make sure you remove this last piece of resistance by making a relevant introduction.<\/p>\n how to provide client references<\/strong><\/p>\n subject: <prospect\u2019s first name>, meet <client\u2019s first name>; <client\u2019s first name>, meet <prospect\u2019s first name> (e.g. steve, meet bob; bob, meet steve)<\/p>\n hi <prospect\u2019s first name>,<\/p>\n i am pleased to introduce <client\u2019s first and last name>, who is one of our top clients, the ceo\/owner of <name of the client\u2019s company>. like you, <client\u2019s first name> came to our firm when he was faced with <a couple of relevant issues that the prospect is facing>. he is, therefore, the perfect person to share his perspectives about how working with our firm helped him achieve his objectives. <client\u2019s first name>\u2019s contact number is (_ _ _) \u2013 _ _ _ -_ _ _ _.<\/p>\n hi <client\u2019s first name>,<\/p>\n i am pleased to introduce <prospect\u2019s first and last name>, ceo\/owner of <name of the prospect\u2019s company>. <prospect\u2019s first name> is in discussion with us and believes our services can be beneficial for his company. he is looking forward to taking a few minutes of your time to learn from your experience of how our cas offering helped you achieve some of your goals. < prospect\u2019s first name>\u2019s contact number is (_ _ _) \u2013 _ _ _ -_ _ _ _. thank you in advance for taking the time to help a fellow entrepreneur discover the outcomes that you have been enjoying with our firm.<\/p>\n you have each other\u2019s email addresses and phone numbers. please feel free to connect directly.<\/p>\n thanks!<\/p>\n regards,<\/p>\n <your name here><\/p>\n cas sales process performance measurement should be minimized to track and measure only the key metrics. just like how cas is about the \u201coutcomes,\u201d cas sales process outcomes are what you need to track and measure.<\/p>\n to keep the sales administration costs under control, you can broadly categorize the measurement into three buckets:<\/p>\n sales process productivity performance<\/strong><\/p>\n key conversion performance<\/strong><\/p>\n cas sales performance<\/strong><\/p>\n if your firm has more sophisticated sales management technologies and resources, you can do more detailed tracking and measurements, e.g., performance per lead source, percentage of qualified leads, content performance metrics, average sales cycle, customer acquisition cost and so on.<\/p>\n the aim of your sales process measurement is to identify factors that can help you minimize:<\/p>\n without measurements, you can quickly feel disillusioned and desperate to get new sales. experimenting with your sales messaging, content and lead magnets is essential to keep fine-tuning your sales effectiveness.<\/p>\n a cpa from salem, indiana, created a niche-specific facebook group (free, no paid ads) and kept posting periodic (about once weekly) insights that are relevant to businesses in that niche industry. in about an 18-month time period, the group has grown to over 1,200 business owners (only from that specific industry) as members from several states. from this activity, this cpa firm got new cas clients from 20 different states. the sales performance metrics for this particular lead source look great for this firm. the firm also uses other marketing\/lead generation methods. the key to success was that the firm did not give up on the \u201csocial media content magnet\u201d performance but also did not spend too much time on creating content. all that the firm did was to share what existing customers were asking and what happens when they overcome the common challenges in their industry.<\/p>\n","protected":false},"excerpt":{"rendered":" your existing clients can help with closing new ones.<\/strong>
\nclient accounting services: the definitive success guide<\/i><\/a><\/p>\n
\n![\"goprocpa.com\"](\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2016\/08\/yellow_key_clip_art-e1375897299811-36p-hi-1-e1603911598474.jpg\")
exclusively for pro members. <\/span><\/strong>log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n
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your existing clients as your cas salespersons<\/h3>\n
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the cas sales process performance measurement<\/h3>\n
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\n![\"\"](\"\/\/www.g005e.com\/wp-content\/uploads\/2023\/12\/250_patil_manphone_adobestock_112105409.jpg\")
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\nby hitendra patil<\/i>
\nclient accounting services: the definitive success guide<\/i><\/a><\/p>\n","protected":false},"author":1363,"featured_media":108953,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[3058,3120,3002],"tags":[],"class_list":["post-119718","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-client-accounting-services","category-pro-member-exclusive","category-special"],"acf":[],"yoast_head":"\n