Stop Selling. Allow your clients to buy.

value pricing Nov 19, 2019

How do you feel about selling? I’m guessing a little bit uncomfortable. It’s common in our profession.

Here’s the good news. You can stop selling.

Instead change your mindset. You aren’t selling to clients, you are allowing them to buy.

You are an expert in what you do. Experts don’t need to sell - people will come to you.

You don’t need to be using sales techniques. You just need to allow people to buy.

You can watch the video on how to do that here.

When you meet potential clients, the goal is to establish if they are a good fit for your business. Do you feel you could work with them? Do you think they would be a good client? Do they have the right characteristics, personality and business? They will be doing the same thing with you.

You will find some people are not a good fit - it’s totally fine to walk away from those people. Make it your mindset that you can walk away from clients that aren’t right.

The wrong clients are going to waste your time, drain your energy and drain your resources. They are going to be the people that complain and moan in the future. You don’t need that kind of client.

The clients that are a good fit, you allow to buy from you.

Focus on the right clients. Make sure you establish if they are a good fit in your meetings, then rather than using sales techniques to close the deal, you simply demonstrate and inspire.

Demonstrate how you can solve their problems and how they will benefit. Inspire them with your previous results, stories and numbers.

They will want to buy from you because you are the expert. You don’t need to do any selling.

If you need more help, I run a free online monthly training session with a different topic every month. You can attend and ask me questions which I will answer live. Click here to register and I will send you an invitation to the next session.

And if you would like to join a community of like-minded accounting professional learning to price more effectively and confidently, you can join my Facebook Support Group here.

Wishing you every success on your pricing journey.

Mark Wickersham

Chartered Accountant, Public Speaker and Author of Amazon #1 Best Seller “Effective Pricing for Accountants”

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