Episode Details

When you started your own accounting firm, did you know that you were signing up to be in sales?

Most accountants who start their own firms are shocked when they realize that they are now in a 24/7 sales job. Every conversation that they have with a client is a sales conversation, believe it or not!

So how can you get better at those sales conversations? How can you turn those conversations into business opportunities that save your clients thousands of dollars, and bring abundant revenue into your firm?

The solution for many accountants is hiring a sales strategist.

However, it's easy to hesitate:

• Is it worth the time/money investment?
• Do I really NEED a sales strategist?
• How do I choose a sales strategist?

These are all great questions, that I am here to answer!

It's important to remember that no matter how good you are at the numbers, most of your clients won't buy based on the spreadsheets - they buy from an emotional perspective.

In this episode of The Abundant Accountant podcast, The Pitch Queen breaks down the value of a sales strategist, how they can help explode your business, and how to choose the right sales strategist.

If your sales have been in a slump, or you've taken a month off because you haven't had any business, you'll want to tune in to this week's episode of the Abundant Accountant podcast!

This episode is sponsored by Terra Optima. Terra Optima provides tax efficient real estate strategies for small to mid-size accounting firms and have become a proven resource to help grow the high net worth client base for firms all over the country. They possess a wealth of resources in the conservation space, as well as tools to add to your success in assembling and presenting tax plans attractive to your clients. Whether it's to manage a personal land conservation project for your client, or to participate in a "best in class" real estate project that could have a conservation outcome, make them a part of your resource team today. Learn more at www.Terra-Optima.com

Here are a few key secrets we talked about in this episode:

• The Pitch Queen, Michelle, introduces herself and shares about her business.
• I invested in myself and went to a big digital marketing conference. One of the biggest takeaways for me is that you want to be the thermostat in your firm, not the thermometer. You want to set how hot you want your firm to be!
• Invest in yourself! That allows you to set the thermostat MUCH better!
• When you started your firm, did you create a JOB for yourself?
• Although data and numbers are great, it's sometimes not enough to enroll new clients.
• Not everyone buys from a spreadsheet - people buy from emotion.
• A sales strategist helps you focus on new skills, knowledge, and strategies.
• "If I am not my best self, how can I serve YOU? If I am not learning and growing, how can I help you?" ~ The Pitch Queen
• You go to learn technical knowledge, you do continuing education credits. You need these skills and knowledge to help your client at a greater level! If you can't get them to come and work with you, the technical knowledge doesn't help!
• "The best MBA is the one you figure out on your own." ~ The Pitch Queen
• In order to serve, you have to see your weaknesses. It's not the most fun, but it's the biggest way to grow and get past fears blocking you.
• No one knows everything. You sh