{"id":123557,"date":"2024-04-12t11:59:38","date_gmt":"2024-04-12t15:59:38","guid":{"rendered":"\/\/www.g005e.com\/?p=123557"},"modified":"2024-08-29t23:53:29","modified_gmt":"2024-08-30t03:53:29","slug":"clients-buy-solutions-not-features","status":"publish","type":"post","link":"\/\/www.g005e.com\/2024\/04\/12\/clients-buy-solutions-not-features\/","title":{"rendered":"clients buy solutions, not features"},"content":{"rendered":"

\"woman<\/strong><\/p>\n

four elements to consider in every selling situation.<\/strong><\/p>\n

by august j. aquila<\/i>
\nprice it right: how to value accounting services<\/i><\/a><\/p>\n

selling professional services is not as difficult as some accountants and consultants believe. i like to define sales as solving a client\u2019s problem. if you think in these terms, you\u2019ll realize that this is what we do every day.<\/p>\n

sales is the lifeblood of every business out there. if we did not sell our services and products, we would not have a firm or business. so, don\u2019t think of sales as something unprofessional. it\u2019s an integral part of growing your practice.<\/p>\n

more: <\/b>six ways to expand your client services checklist<\/a> | client acquisition never stops<\/a> | \u2018sales\u2019 is not a four-letter word<\/a> | maybe what you need is a marketing audit<\/a> | three types of marketing message, and which is best<\/a> | why you need progress billing<\/a> | five tips for cross-selling and upselling<\/a> | five keys to successful marketing<\/a> | twelve fundamentals of planning<\/a> | one question to guide your growth plans<\/a>
\n\"goprocpa.com\"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

my goal is to make you feel more comfortable with the sales process. here goes! remember, you are selling solutions to problems \u2013 or, as i like to say, selling the sizzle and not the bacon. it\u2019s not the service or product that you are selling, it\u2019s the benefits to the clients. clients and prospects aren\u2019t buying the features of the system as much as what those features can do for them.
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\nlook at it this way. every time you are in a selling situation, you need to consider the following four elements:<\/p>\n

1. features<\/strong><\/p>\n

features are characteristics or facts about your services or products. each service usually has several features, each of which may represent a solution or benefit to a specific problem. for example, you belong to an international accounting association or you have offices in the surrounding four states. you may have a client portal on your website and a chat feature. think about the different features of your services and write them out.<\/p>\n

2. benefits<\/strong><\/p>\n

this is the worth received from a specific service or product feature. a benefit answers the question, \u201cwhat\u2019s in it for me?\u201d many professional salespeople will tell you that benefits are the only thing you have to sell. when describing a benefit to a client, you need to use action verbs such as, \u201cthis product will increase <\/strong>your productivity by 25 percent. reduce<\/strong> overhead by x percent. eliminate <\/strong>redundant procedures. save<\/strong> you time and money.\u201d<\/p>\n

3. value<\/strong><\/p>\n

in the sales context, when a benefit is related to an expressed need, value is delivered. clients won\u2019t make a buying decision until they understand the value proposition. all accountants and consultants feel comfortable talking about features. they don\u2019t feel as comfortable, or they don\u2019t know how to explain benefits. even worse, they assume that the client will know or figure out what the benefits are. never assume that a prospect can figure out what the benefits are. whenever you are discussing features and benefits, always relate them to the ultimate value the prospect will receive. here\u2019s an example:<\/p>\n