Episode Details

Episode 45: Your practice sales playbook - the best way to convert new clients every time 

"It’s 20 times harder to find a new client than to keep existing ones.”- Jamie Johns 

In this episode of The Wize Guys Podcast, Ed Chan, and Jamie Johns, with Wize Mentor, Kristy Fairbairn discussed that leads take a long time to convert, and once they do make sure you have a good policy in place. They also talked about how important it is that you are at the “top of your client's mind” and the speed at which you get back to the client. 
 
#wizementoring #leadgeneration #salesprocess 

Timestamps: 

0:00 – Intro 

0:35 – Reasons why its 20 times harder to find a new client than to keep existing ones 

1:48 – Understanding the concept of LAPS steps 

2:43 – The importance of documenting the sales process 

3:05 – The impact of Wize’s philosophy in running an accounting or bookkeeping firm 

4:12 – Ed Chan on “You cannot make a client change Accountant, but you can be top of mind when they eventually decide to change.” -- How important is being at the “top of their minds” and the speed at which you get back to the client? 

5:03 – Marketing VS Sales 

7:53 – How to build a prospect/lead database 

9:16 – Best practices for lead conversion 

10:17 – How to utilize technology in sending business proposals 

10:57 – TIP: Do your presentation face-to-face with you clients 

11:38 – The NEW trend of having face-to-face meetings with clients 

13:07 – How to identify your firm’s Unique Selling Proposition (USP) 

14:31 – How to take action 

18:10 – CRM suggestions to start implementing in your firm 

Quotations: 

 
“If you follow the process, you'll get the best results. ” - Jamie Johns 

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Download the full transcript here. 

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