Seven Steps to Strengthen Your 'Client Sales Pitch'
Boost your marketing success by pointing out to potential clients the value-added
aspects of doing business with your company. To identify the value-enhancing
services that you can offer clients, ask yourself: What are the my strengths?
What do I do well? What do I do better than my competition? Use these unique
selling points to your competitive advantage. Here's how:
1. Know the users. Identify the individuals who will use your bookkeeping
services. Learn how they will integrate your bookkeeping services into their
routine.
2. Identify needs. Determine how your value-added bookkeeping services can
help your client make improvements.
3. Develop a program. Zero in on ways to improve your client's operations.
Your suggestions could include eliminating certain steps, streamlining, and
cutting costs. For instance, their physical inventory steps may be way too
detailed. Show your client how to simplify them.
4. Spread the word. Offer to educate others in the company as to how the accounting
information you furnish could help them in their jobs.
5. Know your limits. Don't promise what you can't deliver. Make sure the solutions
that sound good conceptually work well in a practical application. A daily
cash report is a good example.
6. Back up the benefits. Emphasize that you stand behind your services.
7. Stay connected. Keep abreast of how your bookkeeping services are working
for your client. Take time to troubleshoot as needed. Spend time each month
reviewing the financial statements with your client.
Module 4 of our Professional Bookkeeper program, entitled "Building
a Successful Accounting Service" describes other marketing methods to
make your Accounting or Bookkeeping service grow!
To
see an overview of marketing concepts that the Professional Bookkeeper course
will teach you Click HERE.
Other sections from this week's newsletter:
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