The Abundant Accountant: Leads, Sales & Business Growth for Accounting, Tax and Bookkeeping Professionals 015 | The 5 Ways to Establish Trust Without Giving Away Free Advice
Do you ever feel like you provide excellent advice and service (for free) and then watch your potential client go hire someone else? You tell them how you’re going to save them money and then never hear back?
It’s time to stop working for free, and find new ways to build trust with both current and future clients!
When meeting with clients, it’s important to have that trust factor so that they want to do business with you.
In this episode of The Abundant Accountant podcast, The Pitch Queen shares 5 actionable ways (plus a 6th bonus tip!) that you can use to build trust with current and future clients. This trust will help you grow your firm and find your ideal clients!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
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Be sure to join us on May 15th for our next amazing episode!
As an accounting professional, I know you’re used to taking on anyone who knocks on your door, tired of not getting paid for your knowledge and your worth, or struggling with inconsistent cash flow during the offseason.
It’s not your fault! I know that nobody is training you on how to fix these problems and connect the dots.
That’s why I created my Selling Without Ever Selling System. I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too. Let me help you get your IDEAL clients coming to YOU so you can build your dream practice and still have the time and money to enjoy your family and kids.
Head on over to theabundantcall.com to schedule your coaching session with me and my team!
Here are a few key secrets we talked about in this episode:
- Michelle shares how giving free advice doesn’t help your firm - it actually hurts you!
- What is the definition of TRUST, and why is it so important for your firm?
- Tip #1 - give a “sample” of the work, not the whole “meal.” When you provide your prospects with the full meal that is like giving away all of your knowledge for free.
- Don’t tell your potential client HOW you will do the work - tell them WHAT the end result will be! The how to a client is actually irrelevant until you are paid.
- If you tell them how they can go find someone else to do the work for a cheaper cost.
- Be strategic about how you communicate - sometimes your genius can hurt you.
- Tip #2 - show the human side of the business.
- We get caught up in the details and the numbers, but our clients also want to know about US! Don’t be afraid to show your personality. Clients truly do want to connect with you on a non work level.
- Give clients the chance to connect with the human side of the business - how your firm is changing clients lives, and your own life!
- Make an “about me” page on your website, and make sure that you have a good picture of yourself.
- Tip #3 - make yourself available for inquiries.
- Be ready and able to field inquiries. Be reachable even if it’s through an assistant.
- Consider installing a live chat function on your website so that potential clients can reach out to you.
- Create unique touch points with clients to set yourself apart from the competition.
- Tip #4 - be clear about what your client should expect.
- Rule of thumb: Underpromise and over-deliver!
- Make sure that your client knows expectations regarding accessibility, potential charges, or anything else related to the engagement that they engaged with you in.
- Create boundaries, clearly, define them with your client, and stick to them.
- Tip #5 - make sure that you follow through!
- If you say you’ll do something, DO IT!
- Operate in integrity in all aspects of your firm.
- People pay premium prices for your services when they trust you!
- BONUS tip: Create a Yelp business account so that you can have testimonials and reviews from current clients. Yelp will help bring you business! Check out Episode 14 of The Abundant Accountant Podcast to hear how Yelp helped build Aleksey Kaplans business.
- Michelle invites listeners to pick 3 of these tips and implement them at their firm so that they can stop giving away free advice and be paid their value!
Learn More & Connect With Me Here!
P.S. As an accounting professional, I know you’re used to taking on anyone who knocks on your door, tired of not getting paid for your knowledge and your worth, or struggling with inconsistent cash flow during the offseason.
It’s not your fault! I know that nobody is training you on how to fix these problems and connect the dots.
That’s why I created my Selling Without Ever Selling System. I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too. Let me help you get your IDEAL clients coming to YOU so you can build your dream practice and still have the time and money to enjoy your family and kids.
Head on over to theabundantcall.com to schedule your coaching session with me and my team!