A fresh new
approach to finding prospects and clients for Accounting services:
Now, you can boost your sales and get PAID for it!
Can you imagine
FREEDOM from the ordeals of finding prospective clients and presenting
your services to cynical people? What if you could get people
to just become clients without all that work... and then read
your presentation with high interest... and PAY for it?
If that interestes
you, then why not consider the possibility of selling a special
MANUAL to prospective clients FIRST rather than trying to make
them sign on immediately?
That's the
logic with Part 12 of Modern Accountancy Marketing & Sales
Course which gives you the rights to sell the 100-page manual
called "Business Owner's Profit Guide" and pocket all
income from your sales.
This manual
will easily pay your course subscription many times over —
it can MAKE MONEY from client-acquisition rather than tallying
up expenses!
Such a starter
does not necessitate for the client to change accountants (yet!)
and it is so inexpensive that business owners buy it on impulse.
For you, selling
the Profit Guide offers a foot in. It SELLS your main service
WHILE delivering what it promises.
For you, a
good starter manual offers an easy, fast and inexpensive way
to acquire new clients so that THEY do the work in convincing
themselves to sign onto your services... without any time invested
by you. This way, you can actually make a profit out prospecting
for new clients!
A different
approach
The traditional
marketing & sales approach is to offer the basic service
straight off. One attempts to get EVERYTHING from NOTHING at
one go: A prospective client who has NO experience of your services
has to take a giant leap backed only by his confidence in your
presentation.
This usually
makes the threshold way too high.
It is this
too steep gradient alone is a major reason why many prospective
clients never sign on as clients. But more importantly, this
is also the reason why MOST of your potential prospects never
even contact you.
See, the thought
of you trying to close them into clients is just too much to
face up to for most business owners. Thus, they steer clear of
any CHANCE of getting into that kind of situation... they simply
avoid your presentation and sales efforts by NEVER contacting
you... or, if you contact them, by saying they are "not
interested."
But if you
have a "starter manual" to sell FIRST so it comes IN
BETWEEN your ACTUAL accounting service and "Zero Experience"
of prospects, you will instantly INCREASE your sales.
The risk for
the client is SMALL – insignificant, really. But by DELIVERING
that Starter Product, you give him A SAMPLE OF YOUR WORK.
Next time,
it is much easier for him to trust you... and thus, the ACTUAL
service is MUCH EASIER TO SELL!
Once you offer
the Profit Guide for a modest fee, YOU WILL GET A LOT MORE PROSPECTIVE
CLIENTS than you EVER could when you gave the presentation FREE
OF CHARGE!
By PAYING /
PURCHASING your manual (information), the client will NOT FEEL
OBLIGATED IN ANY WAY. It would be very much a different situation
if he had to come to your office as the first thing.
It would also
take up a lot of YOUR time while factually LOWERING the chances
of a successful sign-on.
The clever
way is to give the prospect something to chew on, something that'll
make him excited, something that'll deliver MORE than it promises...
something that makes him feel he KNOWS you.
And that's
exactly what happens when prospects purchase the Business Owner's
Profit Guide from you.
Furthermore,
when they can BUY the information, they DON'T FEEL OBLIGATED
at all. And that's something good - contrary to what many salesmen
think.
Instead, what
you want is the client to consider you his trusted expert on
Accounting & Finance. That's the thing you need to establish
FIRST... as the first step.
Establishing
VALUE for your knowhow and expertise
How much is
nothing worth? How valuable do you think MOST people consider
advice given for FREE?
I'm sure you've
given your advice for free many a time – just to find out
the person didn't use it.
Frustrating
as it may be, the reason for this is simple:
The advice
wasn't "worth" much because you gave it free of charge.
Had you
wanted to make him VALUE your advice then you should have made
him PAY for it!
The MORE he
pays for your advice, the more valuable it becomes and the
more likely he is to USE IT.
By paying for
it, he actually SETS A VALUE for that piece of information. Knowingly
or not, it doesn't matter – once he agrees to PAY for the
advice, it immediately has VALUE in his mind. And the more valuable
something is, the more attention it usually gets in his mind.
Try it and
you'll see.
Once your new
clients PAY for the introductory information you give them (on
how to compare and choose a CPA, for instance) they will USE
that information.
That will also
automatically make YOU their trusted expert on this matters.
And that trust and credibility is something you will then capitalize
on with these clients.
The BIG difference:
Trust and credibility
People are
reluctant to commit to any major obligations. There are risks.
Prospective clients have one common concern:
They don't
know if you can be trusted.
Of course you
can be trusted. You know it.
But the prospective
clients don't.
And there's
really no way to ASK a service provider about trustworthiness.
How would you go about it, anyhow? Ask: "Can you be trusted?"
What do you
expect he would answer? "No, I can't???"
It's an obvious
question which cannot be asked from the person whose reliability
is unknown. It's something that has to be established without
asking it right out.
Most prospects
would never bring it into the open. It is impolite and so on.
And it would be useless to ask YOU whether you can be trusted
for they "know" you could only give one answer, right?
But just because
they won't ASK doesn't mean they trust you. There it is –
the doubt lingers... and it is the major barrier. It WILL stop
most prospects from continuing the communication with you or
signing onto your services.
How could we
trust another person if we know nothing about him?
In a professional
relationship, trust is a must – yet to achieve that credibility,
it is necessary to first DELIVER your services to the client...
but to deliver, you should first have that TRUST built up so
the prospect can sign ON as a client.
A Catch 22
of sorts, isn't it?
And this
is what you can solve by selling him an inexpensive GUIDE to
read BEFORE you ever attempt to persuade him to trust you sufficiently
to sign onto your services.
See. Trust
has a lot to do with risk. And RISK is all about "how much
is involved?"
Trust someone
with the life of your business? Very, VERY difficult.
Trust and Accounting
Professional enough to purchase an interesting manual for the
cost of a lunch?
Much, MUCH
easier, right?
Every business
owner dares to risk 30 dollars in exchange for possible insider
tips on increasing his profits (by way of learning why it's so
important to monitor the monthly accounts and find problems when
they're small).
Purchasing
your manual, the prospective client also doesn't have to enter
the dilemma of changing accountants. In fact he won't even have
to CONSIDER it.
He merely purchases
an inexpensive business manual... and yet, he BECOMES a client
by definition. Anyone buying from you IS your client.
Once he receives
your Profit Guide, once he reads it in his own time... he ACQUIRES
experience on your knowhow, expertise and way of thinkin.
Now he is FAMILIAR
with you. Now he KNOWS that you deliver (even more than) what
you promise... and now the trust factor is MUCH higher!
NOW your chances
of getting him to change accountants have increased exponentially...
There's no
substitute for experience.
For a client,
that is particularly true. The leap from "not-a-client with
NO experience" into signing up as a client is usually TOO
STEEP.
With the Profit
Guide, you'll add that needed stepping stone in between. You
cannot IMAGINE what a difference it makes to your closing ratio!
Unique Information
never before available
The Business
Owner's Profit Guide is within Part 12 of Modern Accountancy
Marketing & Sales Course. If you want to read more about
the contents of this part of the course then CLICK HERE
to do so.
Unfortunately,
we cannot deliver the parts of Modern Accountancy Marketing &
Sales Course in other than sequential order from 1 to 12 due
to the way the information is building up so you can fully utilize
the materials.
CLICK
HERE to read the full presentation of Modern Accountancy Marketing
& Sales Course.
You simply cannot
lose on this one – not if you order it now on this special
offer that's valid for a short while longer.
Now you have the
key to making client-acquisition easier and turn a profit from
prospecting!
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