{"id":80459,"date":"2020-12-30t12:15:01","date_gmt":"2020-12-30t17:15:01","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=80459"},"modified":"2021-02-02t07:26:38","modified_gmt":"2021-02-02t12:26:38","slug":"youre-selling-the-wrong-stuff","status":"publish","type":"post","link":"\/\/www.g005e.com\/2020\/12\/30\/youre-selling-the-wrong-stuff\/","title":{"rendered":"you\u2019re selling the wrong stuff"},"content":{"rendered":"<p><strong><a href=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2016\/11\/twobusinessmeeting_dm_03242016_0621.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignright size-medium wp-image-50519\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2016\/11\/twobusinessmeeting_dm_03242016_0621-424x284.jpg\" alt=\"businesswoman in a meeting with a male colleague smiling at him as they sit at a table discussing paperwork over coffee\" width=\"424\" height=\"284\" \/><\/a>it comes down to giving clients better business results.<\/strong><\/p>\n<p><i>by matt solomon<\/i><\/p>\n<p>when you\u2019re struggling to grow your business, success can seem mysterious. you feel like you\u2019re doing everything right: you\u2019re good at what you do, you give clients what they ask for and you work really, really hard. so what\u2019s missing?<\/p>\n<blockquote><p><b>more: <\/b><a href=\"\/\/www.g005e.com\/2020\/12\/08\/the-path-to-a-conscious-business\/\">the path to a conscious business<\/a> | <a href=\"\/\/www.g005e.com\/2020\/12\/01\/are-you-running-a-default-practice\/\">are you running your practice by default?<\/a> | <a href=\"\/\/www.g005e.com\/2020\/11\/04\/learn-to-price-sell-and-deliver\/\">your secret weapon for exponential profits<\/a><br \/>\n<strong><img loading=\"lazy\" decoding=\"async\" class=\"alignleft size-full wp-image-49700\" src=\"http:\/\/4f2bur4nuye2cgakm2rm61qk.wpengine.netdna-cdn.com\/wp-content\/uploads\/2016\/08\/yellow_key_clip_art-e1375897299811-36p-hi-1-e1470686574894.jpg\" alt=\"goprocpa.com\" width=\"39\" height=\"16\" \/><span style=\"color: #b79c00;\">exclusively for pro members. <\/span><\/strong><span style=\"color: #b79c00;\"><a style=\"color: #b79c00;\" href=\"\/\/www.g005e.com\/wp-login.php?redirect_to=\/\/www.g005e.com\/2020\/12\/30\/youre-selling-the-wrong-stuff\/\">log in here<\/a> or <a class=\"external\" style=\"color: #b79c00;\" href=\"http:\/\/goprocpa.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n<p>the answer is hiding right in plain sight. if you aren\u2019t seeing the growth and success you want to have, chances are that <strong>you aren\u2019t selling what clients really want<\/strong>.<br \/>\n<!--more--><br \/>\nmost accountants sell tax, bookkeeping and compliance services. these offerings are the bread and butter of accounting, but if you\u2019ve been in accounting for a while, you\u2019ve probably noticed that something isn\u2019t \u201cadding up,\u201d literally and figuratively.<\/p>\n<p>that\u2019s because you\u2019re selling the wrong stuff! here\u2019s why:<\/p>\n<ul>\n<li>it\u2019s true that clients must purchase these services \u2013 but they are not unique. anyone and everyone can do taxes and bookkeeping.<\/li>\n<li>as a result, there\u2019s a low perception of the value of these services. you simply can\u2019t get paid that much for doing them.<\/li>\n<li>there is a lot of competition, especially from huge firms that spend millions of dollars on marketing campaigns. your firm can\u2019t possibly keep up with that.<\/li>\n<li>when you\u2019re a little fish in a big ocean, it\u2019s hard to differentiate yourself or stand out.<\/li>\n<li>you may undercut yourself or give your services away for free because you are afraid of losing clients to the tax firm down the street.<\/li>\n<li>you try to keep up by adding miscellaneous services, working longer hours and taking on more clients \u2013 which only keeps the cycle going.<\/li>\n<\/ul>\n<p>this work is exhausting and stressful, and it doesn\u2019t match what clients really want. it\u2019s the wrong stuff!<\/p>\n<p>so what do your clients actually want? it\u2019s pretty simple \u2013 they want better business results.<\/p>\n<p><strong>giving your clients what they want<\/strong><\/p>\n<p>your clients want their businesses to succeed. they want higher income, greater quality of life, and the achievement of their company\u2019s purpose and mission. the services your clients truly want are the ones that help your clients reach those goals \u2013 what we refer to as advisory services. and very few accounting firms offer them. in contrast to tax and compliance services, advisory services &#8230;<\/p>\n<ul>\n<li>have a high perception of value and a low risk of losing clients, because few people offer them<\/li>\n<li>make it easier to differentiate yourself because you\u2019re swimming in a pond with far less competition<\/li>\n<li>offer consistent value and the chance to significantly grow your clients\u2019 businesses; as a result, clients are willing to pay more for what you offer<\/li>\n<li>allow you to guide the work and offer advice while the client owns the responsibility for execution<\/li>\n<li>are a perfect match for the market; you\u2019re delivering precisely what your clients need (even if they don\u2019t always recognize it at first)<\/li>\n<\/ul>\n<p>this is the satisfying, fulfilling and well-paying work of an accountant who has stepped into the role of advisor. they\u2019ve made the transition away from depending on compliance and can focus on giving their clients what they really want.<\/p>\n<p><strong>getting the type of work you want<\/strong><\/p>\n<p>advisory work is one of those rare win-win situations. when you offer your clients the services they desire, you end up doing the kind of highly paid, expert work you\u2019ve always wanted to do. as an advisor, you\u2019ll be able to &#8230;<\/p>\n<ul>\n<li>offer continuous, monthly, results-focused value instead of one-time, hourly engagements<\/li>\n<li>leverage a pricing formula that allows you to be profitable and protect yourself from scope creep<\/li>\n<li>see realization rates of $500\/hour and higher<\/li>\n<li>use a system to deliver advisory work that gives clients better results and gives you greater confidence<\/li>\n<li>become a client advocate who cares more about your clients\u2019 results than your own fear or doubts<\/li>\n<\/ul>\n<p>if you don\u2019t want to slog through another grueling tax season, it\u2019s time to take action. the first step is to commit to stepping into the role of an advisor. that decision will create a mental shift that starts moving you away from low-paying compliance and tax services \u2013 and toward meaningful, lucrative work that helps you and your clients succeed.<\/p>\n","protected":false},"excerpt":{"rendered":"<p><strong>it comes down to giving clients better business results.<\/strong><br \/>\n<i>by matt solomon<\/i><\/p>\n","protected":false},"author":3204,"featured_media":63147,"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":[1905,1363,3120,3002],"tags":[],"class_list":["post-80459","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-clients-and-service","category-featured","category-pro-member-exclusive","category-special"],"acf":[],"yoast_head":"<!-- this site is optimized with the yoast seo plugin v23.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ 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