Episode Details

Episode 21: How To Improve Your Accounting Firm’s Sales Process ┃ Wize Mentoring  Business Tips

“According to statistics, 80% of sales are made on the fifth to the 12th point of contact.”

In this episode of The Wize Guys, Brenton Ward, Jamie Johns, and Ed Chan talk about Jamie’s journey running his firm, Sky Accountants. 

As Jamie was able to develop a successful selling system and an effective sales process that helped them achieve significant growth, find out how you can add divisions in your organization that you should focus on and the selling system that you should start implementing in your own firm.

Timestamps:

0:35 - Jamie’s successful journey with Sky Accountants
2:27 - Why client communication is important
2:59 - Understanding the LAPS system
3:15 - The importance of calling your leads
3:35 - Why speed is critical to sales
3:51 - How to keep your leads alive
5:48 - Why leadership is important
6:56 - Ways to use the calendar with your leads’ follow-up
8:25 - How to make your team involved in the sales process

Quotations:

“..one of the most important aspects is replying.” - Jamie Johns

“If you don't follow up the lead, you just won't have the organic growth that you otherwise may have had.” - Jamie Johns

“..people get busy, we all get busy. My mentality was, and I always kept staying at Sky is it's no until it's a no.” - Jamie Johns

“one of the reasons why the deep and narrow team structure is so important is because we need the senior client managers to have that capacity, whether they're off the tools to have the ability to manage the lead inflow and actually nurture leads and engage in the sales process.” - Brenton Ward

USEFUL LINKS:

• Learn more about the LAPS System

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Email: support@wizementoring.com

Download the full transcript here.

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PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:  

 1. Download our famous Wize Freedom Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here 

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3. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here