Episode Details

Episode 28: Selling the sizzle not the sausage - Get paid for your advice with our 3-phase discovery, proposal, and production system

“Selling the sizzle and not the sausage is a philosophy that we have in Wize. What we mean by this is that the client manager is not necessarily the most technical person on the team.”

In this episode of The Wize Guys Podcast, Wize Mentors, Timothy Causbrook with Thomas Sphabmixay, and Kristy Fairbairn discuss how the three phases of the process ~ discovery, proposal, and production give every accounting practice the opportunity to scale their marketing, sales, service, revenue growth and M&A’s.

Timestamps:

0:35 - Reasons why sales are essential for your accounting firm
1:48 - The 3-phase framework system of discovery, proposal, and production
6:26 - Issue #1: Not charging for every service you do
7:19 - Issue #2: Dealing with ad hoc services
8:42 - Issue #3: No menu of services to offer
10:28 - Issue #4: No ideal leadership structure
11:16 - The importance of having a menu of services
12:51 - Issue #5: Budget constraints
16:07 - Issue #6: Needing more work
17:39 - Issue #7: Upselling client services
19:51 - Issue #8: Marketing the practice
25:53 - The best time to give a client proposal
26:45 - Issue #9: The irony of having low service rates
27:17 - Tips for training client managers
31:56 - The philosophy of selling the sizzle not the sausage
33:50 - Basic work vs ad hoc pricing

Quotations:

“When clients are coming to us, like we as advisers, whether you're a bookkeeper, your accountant, or your lawyer, it doesn't matter. We should take a step back to actually see how can we learn more about their problem.” - Thomas Sphabmixay 

USEFUL LINKS:

• Wize Vault Video 15.8 Developing Your Menu of Services 

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Download the full transcript here.

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