Jason On Firms Podcast 512 How Overselling is Costing Accounting Firms Millions
Sep 12, 2025
Explore the hidden costs of overselling in accounting and learn why prioritizing client needs is crucial. Discover how to transform QuickBooks training into comprehensive solutions, ensuring smooth transitions for clients. Shift client perspectives from traditional views to a value-driven approach, emphasizing the importance of education and proactive strategies for greater satisfaction and alignment in services. Dive into practical insights that could save firms millions!
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Website Should Drive The Next Step
- A website's job is to get the next client into the process, not list every service you do.
- Overloading service lists makes prospects feel overwhelmed and price-shocked.
Sell Sequentially To The Immediate Pain
- Sell in sequence by solving the client's immediate pain first.
- Use a specific offer addressing a rare, nuanced problem to attract the right clients.
Use Niche Offers As Entry Points
- Start with an attraction offer solving a specific, felt problem for a niche.
- Expand services later when new pains reveal themselves and the client sees value.
