210 Selling Experience and Transformation Instead of Services and Deliverables

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I want to talk to you about experience and transformation. Why? Because if you deepen your understanding of these two aspects of what you provide to your clients, you'll be able to make more money without working as hard.

Many accountants are selling only services and deliverables. And they're missing out on selling transformation and selling an experience. And your buyers tend to value transformation and experience more highly than they tend to value services and deliverables. 

I want to show you how you can sell these or how you can think about selling transformation and experience. 

When you think first of the transformation you want your client to have, and the experience you want your client to have while working with you, you set yourself up to attract higher-paying clients. Your work is higher margin. And then you don't have to work so many hours trying to tie everything up at the end of the month and during tax season.

 

Highlights:

— “Many of your clients are looking for transformation in terms of the revenue in their business and in terms of their understanding of and their sense of the handle they have or don't on their money.”

— “Where you can create effortless value is in the onboard experience and your ongoing experience with clients.”

— “Your prospects and clients value transformation and experience much more than they value services.” 

— “When you can create value in ways that are divorced from actually doing work, that's how you get paid better without having to work as hard.”

Episode mentions:

201 Effortless Value

https://www.businessstrategyforcpas.com/201