Integrative Advisory Services

CHAPTER 5Creating a Successful Sales Model and Client Onboarding Process

You have built a client experience architecture, designed and implemented a marketing strategy, and even increased your networking efforts to attract potential vertical industry niche clients. What happens when you gain the attention and interest of a possible client? That is when you need to put on your sales hat and make your pitch for their business.

Accountants often view the word “sales” as a bad word—but the reality is that sales skills are also the greatest need for building your cherished advisor practice.

Traditionally, accountants, by nature, are not in the business of selling their services. They never had to go out and get clients, but rather relied on customers to come to them by word-of-mouth. But in this new technology age, potential clients are outside of your 10-mile radius, so learning how to sell your services becomes increasingly important. You not only need to make connections with potential clients through your marketing efforts, social media engagement, and industry networking, but when you do make that connection, you need to show why you are valuable to a client through all the wonderful services you offer that can help to improve their lives.

THE SCIENCE OF THE SALE

Typically, the topic of selling is uncomfortable for accountants. I have found that one of the main issues accountants face with the idea of selling is that they believe they may be taking advantage of the client ...