{"id":30399,"date":"2023-09-08T08:00:00","date_gmt":"2023-09-08T13:00:00","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=30399"},"modified":"2023-09-20T09:09:54","modified_gmt":"2023-09-20T14:09:54","slug":"confidently-engage-clients-in-planning-and-advisory","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/advisory-services\/confidently-engage-clients-in-planning-and-advisory\/","title":{"rendered":"Confidently engage clients in planning and advisory"},"content":{"rendered":"\n

If you’re like most firm owners, you\u2019ve never felt like a \u201cnatural salesperson.\u201d You think you hate sales and lack confidence when it comes to having onboarding conversations with your clients, whether you\u2019re bringing on a new client, or transitioning current clients to planning and advisory services<\/a>.<\/p>\n\n\n\n

Unfortunately, this lack of confidence often leads to undercharging for your work, working endless hours to prove your value in the hope that one day you\u2019ll be able to charge premium fees, or avoiding the sales conversations altogether!<\/p>\n\n\n\n

What I\u2019ve found after working with hundreds of firm owners and helping them add more than $20 million in additional revenue to their firms in the last two years is this: Selling is a skill ANYONE can learn<\/strong>. And with that competence comes the confidence you need to offer more services to your clients at MUCH higher fees\u2014the fees you know you deserve.<\/p>\n\n\n\n

Sales<\/a> also isn\u2019t as complicated or intimidating as many firm owners believe. When you break it down, sales is just a step-by-step process of guiding your client to make a decision they will feel great about. It\u2019s not about getting a new client or getting a \u201cyes\u201d when offering a new service; it\u2019s about the decisions they make.<\/p>\n\n\n\n

It\u2019s about showing the client we understand their problem, and we have the best solution to fix that problem and get them to their goals. Here are the four steps to show you exactly how to do it:<\/p>\n\n\n\n

Step 1: Be prepared<\/strong><\/p>\n\n\n\n

This is one of the most important steps when it comes to filling your firm with the right clients<\/a>. You are solving a major problem for your clients and they are making a huge decision by working with you, so you should be very familiar with the client\u2019s problems so you can have the best solution ready before you meet. Get access to their books, financials, tax returns, and numbers ahead of time, and spend at least one hour going over all the details. You\u2019ll be able to easily anticipate what their potential questions and concerns may be. If they will not give you access to their books and information, maybe they aren\u2019t the right client for you.<\/p>\n\n\n\n

    \n
  1. <\/li>\n<\/ol>\n\n\n\n

    Step 2: Ask strategic questions<\/strong><\/p>\n\n\n\n

    When communicating with the client<\/a>, it\u2019s important to ask strategic, open-ended questions. This not only helps you build authority and position yourself as the expert, but asking questions helps your clients see the reality of their situation and why they need your help. You will be able to get to their true pain and show that you really understand their problems. The best part is that strategic questions guide the client to a \u201cyes\u201d so that you won\u2019t have to feel salesy or be pushy. I promise you, almost no one else is asking them questions like this.<\/p>\n\n\n\n

    Three examples of strategic questions include the following:<\/p>\n\n\n\n

      \n
    1. What\u2019s the biggest challenge in your business right now?<\/li>\n\n\n\n
    2. What are the main challenges you are having with your cash flow? <\/li>\n\n\n\n
    3. If you could change one thing in your business, what would it be? <\/li>\n<\/ol>\n\n\n\n

      Step 3:<\/strong> Share and present <\/strong><\/p>\n\n\n\n

      When sharing what you found with a client, it\u2019s important to keep things simple and only present high-level findings. Focus on the results and paint a picture of the scenario they\u2019re looking for. Relate your solution and recommendations back to their biggest pains and strongest desires. Skip the minutia and technical details\u2014for example, what forms you\u2019ll fill out\u2014or any accounting technical jargon. As long as the client is confident you will get them results and can solve their problems, they don\u2019t care about how you\u2019ll get them there.<\/p>\n\n\n\n

      Step 4:<\/strong> Make the offer and collect payment <\/strong><\/p>\n\n\n\n

      If you\u2019ve done the first three steps the right way, you\u2019ve already led them to a \u201cyes.\u201d Now, just invite them to sign on with you on the spot and wait for their response. You can say, \u201cI\u2019m 100% confident I can help you solve X, Y, and Z by moving forward with this plan. Let\u2019s get started and review the engagement letter<\/a> and invoice together right now.\u201d Be ready to answer any questions or objections they may have, but also be ready to collect payment via ACH or credit card. You\u2019ll get paid before you even start the work!<\/p>\n\n\n\n

      Confidence is key<\/strong><\/p>\n\n\n\n

      By following these steps, you\u2019ll not only feel more confident in your sales conversations, but your clients will be 100% confident you<\/em> are the expert they need. Stop being just a glorified tax professional, accountant, or even a bookkeeper, and make yourself into an indispensable part of their business strategy and financial future<\/strong>. Your clients will instantly understand the true value you provide, and treat you with the respect and value you deserve.<\/p>\n","protected":false},"excerpt":{"rendered":"

      Selling is a skill anyone can learn! Improve your confidence, and learn how to sell planning and advisory in your firm. Michelle Weinstein explains.<\/p>\n","protected":false},"author":144649102,"featured_media":30403,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rkv_browse_by_id":0,"rkv_cta_id":0,"rkv_optimize_for_pagespeed":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"useModifiedDate":false,"customPublishDate":"","_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[646041873],"tags":[],"intuit_collection":[],"intuit_series":[],"coauthors":[646041911],"class_list":["post-30399","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisory-services"],"header_image":"","yoast_head":"\nConfidently engage clients in planning and advisory - Tax Pro Center | Intuit<\/title>\n<meta name=\"description\" content=\"Selling is a skill anyone can learn! 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