| If you ever hope to get someone else to sell the services of your Accounting firm effectively, read this article in order to know how to go about delegating sales responsibility to an employee. For else, the job is yours from here to eternity! |
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| HDK Consultants USA Inc. |
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HDK Accounting Firm Referral Programme Tailored In-House Theme Seminars for your accounting Firm |
Could there BE a way of handing over Accounting service marketing, prospecting and sales responsibility to others?
Which is just as well, for those top sales experts are one in a thousand... and they don't come cheap. In fact, they seldom come at all into smaller firms as, being very career-oriented, they only want to work for big companies with high visibility and many opportunities for promotion (and fame). So, if you don't happen to be running a franchise of one of the Big Four, chances of catching a big fish like this are minimal. But that's not all bad news. You'll save loads of money and, if you play your cards right, get MORE CLIENTS than one of these top guns could ever produce! To understand why (and how), let's look at what makes these top sales guns so good.
1. Knowledge of sales techniquesThe first part of it involves a wide knowledge of sales techniques. Top sales guns know every technique and they know how to USE it fluently and convincingly. To achieve this level of knowledge and skill, they have to work and study for several years. They do that by FIRST becoming very good at selling THEMSELVES to smaller companies just like yours. They NEED to get on a sales post in order to practise and learn. Obviously, this is not so good for YOU, the employer who foots the bill for his career training. Also, it shows why you might want to be careful whenever some apparently super-able salesman offers his services to small firm. Notice that all this sales knowledge is stored in the MEMORY of the sales expert. He never puts it down on paper — that might make him less irreplaceable — and he certainly lacks the motivation (and, possibly, skill) to document the whole sales interview into a tool... after all, if he did that then ANYONE could duplicate his successful sales action, see? Now, it's not commonly known that such sales actions CAN be documented into a ready-to-use tool, incorporating all the right steps and techniques INTO the tool so just about ANYONE can use this tool to obtain more or less the same high level of RESULTS as the original salesman on whose success it's based. Known or not, it can be done... and it has been done very successfully as proven by the successes those using the tools within Modern Accountancy Marketing & Sales Course.
2. Ability to adapt the right technique in the right situation (and with the right prospect)This is again something that comes with years of practising. The REASON for the necessity of this ability comes from doing the sales talk ad lib. With no mapped-out route to follow it's all left to memory... and therefore, the dialogue strays enormously, requiring several "rescue actions" during a single sales routine. You don't really need this ability IF you have ready-to-use tools for selling Accounting services. These tools already contain all those parts required to KEEP the prospective client on the right path to a successful sales closure.
3. Aggressive natureWhat top sales guns lack in technique and finesse, they make up with very aggressive approach. While putting pressure on the prospect and having great sales skill are not mutually exclusive, the fact remains that IF you know your stuff, little or no pressure is required in the closing stage of a sale. In other words, if you've prepared the prospect so he is extremely interested in your services and can perceive how much MORE he would get IF he was your client, the less convincing (let alone pressure) is required to get him to make the final (positive) decision. Every business owner has his own willingness and goals. If you can ALIGN his benefits, purposes, goals and desires TO YOUR SERVICES then HIS "engine" will provide the pull required for him to take that last step and sign onto your services.
The better the sales action is prepared and planned, the less skill and pressure are required to get new clientsNow, the great news is that you DON'T NEED to get a super-salesman to get a continuous flow of new clients. A "normal" human being willing to communicate with people can produce just the same number of new clients... or even more. Every part of the above three points defining a top sales person can be SUBSTITUTED by clever planning and systematization. This is possible by obtaining a full SYSTEM for prospecting, presentation and selling of Accounting services combined with a unique basic service that'll offer what business owners want but aren't getting from their current service providers. The system within Modern Accountancy Marketing & Sales Course is exactly like that. It gives you all the tools, instructions, training and systems to get NORMAL people selling your services successfully. This is because Modern Accountancy Marketing & Sales Course contains these elements (among others):
There's more — much more — within the course but from the above you can see how this system will not only make it feasible to get normal people to sell your services successfully but also ensure that they can start producing results almost immediately. Of course, you do have to go through the system personally so that you can choose which tools you want to be used and learn how to monitor and run the marketing & sales system for best results. Now, this system suits the do-it-yourself practitioner also. You can use the tools yourself if you so choose and get expected results. But the remarkable about this system is that it ALSO allows you to delegate these duties and assign different tasks in marketing to different people so that you can get them producing successfully practically within days. Even if you plan to start by yourself, it's vital to possess the means to get others to do these tasks successfully. In the long run, you'll need that, for otherwise you'll run out of time. And, after all, why not install a marketing system that will give you a CHOICE: Once you've reached a far higher level of income and viability, you might want to start taking time off... and this system will allow you to do just that.
Hiring salemen: A question of availability and riskYou don't need me to tell you how expansion always contains some risks. This is particularly so when you start hiring marketing or sales personnel. Whether you know it or not, there's no way you can find people who'll be happy to work on sales commission (alone or at all). No, Sir. People want a salary that they'll receive regardless of results... that's the way people are today. So, you'll have to take on considerable costs (in form of salaries) before you get any bankable results from the sales person. Without a clear-cut, ready-to-use system for them to use, you'll have to wait MONTHS for them to "get grooved in" on the job... which, again, means a lot of expenses without any guarantees of ever getting something in return. Compare that to having the 12-part Modern Accountancy Marketing & Sales System course pack with its ready-to-use systems which can be implemented within days. Not only will you save lots of money but you'll also find out whether or not the new person has it in him to GET any results... for with these tools, he should get results within a week! And then there's the problem of FINDING the right person. As mentioned earlier, those super-sales-experts are very rare. It can take ages to find on, let alone persuade him to take employment with your firm. Compare that to how Modern Accountancy Marketing & Sales Course will allow you to utilise NORMAL, communicative people instead. It's important to realise that the type of person required to use this system successfully is a HUNDRED TIMES MORE AVAILABLE than an established sales expert. With this I mean that these people are about one in ten out there... instead of the forbidding odds of one in a thousand that you have for finding someone who's already a top sales expert. Not only is it much easier to find a person to use this system than to find a top gun salesman, but the COST in terms of salary is of a whole different order of magnitude. IF you can get a top sales expert, you'll have to pay a huge salary, along with a few perks as well. Compare that to how the systems in Modern Accountancy Marketing & Sales Course only require the person using the tools to be communicative and extroverted — absolutely NO salesmanship or experience required for results! No expertise needed to use this system successfully... so no gigantic wages required either. Controlling the employee is yet another point to consider. Top sales experts know their value and act accordingly. Which is fine as long as things go well... but a nightmare if they don't. On the other hand, if you get a normal person whom you tutor into using of the tools, his attitude is probably going to be a lot more respectful and considerate as he knows that his expertise is caused by you. And what about the moment when the sales person decides to leave your employ — how is that AND his future activity going to impact your practice? A top sales expert commits everything to memory... and you'll have to let him in on most of your trade secrets. This makes you vulnerable as he can sell himself to a competitor with the special expertise YOU provide... Also, being dependent on a top sales expert for clients means that when he leaves, you don't get any more clients. Which, if left at that, is acceptable damage... but remember that this guy knows your clients and might be tempted to get a few "easy pickings" just to impress his NEXT employer... your competitor. Compare that to OWNING the system that the sales person uses. You can get him to sign a Confidential Information Agreement forbidding the copying of those tools... and if he leaves, he leaves just as stripped out of personal skills as he came into your employ. He can't steal clients. He can't steal your systems. And, more importantly, you can EASILY hire a replacement, getting the new sales person producing new clients within days!
Expanding your clientele: A question of having a choiceIn the final analysis, it's a question of whether or not you HAVE a choice in terms of marketing, expansion and sales... and even future service delivery within your Accounting firm. For I've left the best part to last: With the tools in Modern Accountancy Marketing & Sales System, you can get the delivery of consultation also delegated to others! Now, that's not going to be much of a benefit in the beginning. But as you expand it will become essential. You KNOW how clients always demand to talk to YOU and how no-one else will do. There's a reason why that is so. In the beginning, this doesn't bring problems. But once you have a hundred clients, it will certainly be problematic. Especially so if you ever want to take some time off to enjoy the fruits of your hard work. In the Monthly Financial Consulting Service, you have two specific aspects which make your work much easier. For the first, you can handle only the 15-minute-per-month consultations with each client and have others perform everything else. This saves you LOTS of time and yet you keep the kernel of knowhow — the most essential part of your services — to yourself completely so that no-one can steal these clients from you as no-one knows how to DELIVER the most valuable part of the service. For the second, once you have ample proof that someone has earned your trust — and, possibly, become a junior partner within the firm — you can easily set HIM up to start his own clientele, delivering the service just the way you do. This is all documented into clear instructions and tools, so it won't take long. And, once that's a reality, you can always TRANSFER clients to this new partner... and stop taking new ones for yourself. This way, you can grow several "smaller units" into your firm, each producing a higher profit and sufficient income on their own. At that (hopefully not too distant) time, you can simply run your firm with lots of free time left over. And that, in the final analysis, is what having a real choice is all about, don't you think?
Convinced enough to try Modern Accountancy Marketing & Sales Course?
You subscribe to the full course but you can terminate your subscription at any time if you wish, so you are really risking the cost of Part 1... and right now we offer Part 1 at less than half price just to make it totally risk-free to see what the course is all about! If you want to read about the course first, CLICK here for an introduction of Modern Accountancy Marketing & Sales Course. If you want to read more about Monthly Financial Consulting Service, CLICK HERE to get to an article about this unique basic Accounting service. If you want to know more about ready-to-use tools within Modern Accountancy Marketing & Sales Course, CLICK HERE to read about these invaluable tools. If you want to find out more about the troubleshooting within Modern Accountancy Marketing & Sales Course, CLICK HERE to read about it. If you're a bigger firm looking to hire a sales expert, CLICK HERE to read how you can ensure the best possible chances of success for your new recruit!
Best wishes, Harry Kafka |
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In
this article, we assume that your chosen method of handing over
the task of client acquisition is not to hire an expensive marketing
expert but that you're looking for a way to accomplish sales
by using "normal people" — a person who's not
a top gun sales or marketing expert.|
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Do you KNOW what what business owners think about, value in, and want from Accounting... or just THINK you do? Are you LOSING THOUSANDS by assuming business owners think the same way you do about Accounting services? Could it be that their viewpoint is very much different? One thing is for certain: If you align your marketing message to meet EXACTLY what business owners want from Accounting services, you will start gettin a lot of new clients. Read why most Accounting firms are SO CERTAIN THEY KNOW while they still can't get new clients... |
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Risk Management: Controlling the risks in marketing Accounting services |
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7 factors governing the success of Accountancy prospecting
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You're 98% success... but to get a new client you need a hundred!
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How to sell Accounting services: Getting your hourly rates accepted by prospective clientsMajority of business owners seek for low-cost Accounting services. Justifying reasonable hourly rates is a constant pain and source of disagreements. There is a simple way to help your prospects and clients accept your fees... CLICK HERE to read on pricing of Accounting services and achieving acceptance the fees. |
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from contact to sign-on to follow? to really GET results? with TOOLS that require no training to use? & sales activity of practical nature? and troubleshoot problems? independence to obtain new Accounting clients wherever you want? |
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