๐๐ผ๐ ๐๐ผ ๐ด๐ฒ๐ ๐บ๐ผ๐ฟ๐ฒ ๐ฐ๐น๐ถ๐ฒ๐ป๐๐ ๐๐ต๐ฎ๐ป ๐๐ผ๐ ๐ฐ๐ฎ๐ป
๐ฝ๐ผ๐๐๐ถ๐ฏ๐น๐ ๐ต๐ฎ๐ป๐ฑ๐น๐ฒโฆ
Truth is, most accountants give a solid service to their clients, but have a
hard time getting clients easily.
Hereโs a great approach to having clients come to YOU...ready to sign up
(without only caring about what the cost will be instead of the investment)
First, only focus on clients who know what you do, how much you charge, and have
jumped through a few hoops to just get an appointment with you (the higher you
position yourself, the easier the conversation to on-board them will be)
So - if youโre like most people, youโre probably thinking โok - great but how do
you do that?
I asked myself that same question when I worked with my first accountant a few
years back...
We ran a little experiment and within 65 days we were turning clients away
because we couldnโt take anymore
I always outline the strategies whenever I connect with an accountant
(regardless of whether we work together or not)
But i'll give you a 30,000 foot view here:
Step 1: identify your โIncredible/ideal/awesomeโ client
A perfect client is someone who respects what you do and gladly pays you what
you're worth.
You โclickโ with them and everything just seems so much smoother.
Itโs so easy to find โmore clientsโ - anyone can go dig around in a dumpster and
find some
Business is about relationships and value when you reduce it to its fundamentals
If there isnโt mutual respect and they donโt recognise your value, no-one really
wins.
If they call you โUncle Jonโ like they do with one of my clients, thatโs
probably a sign youโre on the right track
The reason you want to know who this โclient avatarโ is is because these are the
prospects that are typically easiest to welcome aboard the win train.
Step 2:
Focus ONLY on attracting those types of clients.
If you're having to โchaseโ people, having to convince them, or having to write
โproposalsโ and then follow up a million times, it's because the prospect isnโt
300% certain you can help them.
If you ONLY talk to perfect clients that you know you can sincerely help, you
can demonstrate your value effortlessly.
How? Simple. Followโฆ
Step 3: give them results in advance
Give these โperfectโ prospects some useful insight that genuinely helps them
(probably what youโd want to do anyway if you didnโt get sidetracked with what
the gurus were saying) and help them get some results very quickly.
This could be done in an online video, a report, a webinar...its up to you.
(right now weโre creating webinars on cash flow for our clients to present
because right now EVERY business owner needs advice on this right now)
The โtrickโ is to give them something they can use immediately
This โwhets the appetite for moreโ and causes them to become very interested in
working with you.
(the fact youโve read this far is a pretty good sign this approach works, isnโt
it?)
Step 4:
Reverse the risk for the client ( this is where you bring a gun to a knife
fight)
Whenever 2 people start a relationship, 1 always takes on more risk
(a really down to earth example would be: Women risk pregnancy, men donโt)
But in a business context, itโs essentially about demonstrating that youโll do
what you say youโll do (giving results in advance helps with this) and limiting
their downside until youโve proven you can be trusted.
(I have a formula that covers all the angles of risk-reversal - I might do a
post on it one day)
Business is about relationships and if you want to start more, you need to
reduce the risk for the other party.
If you have this dialled in, signing on clients becomes a seamless process...
Most unthinkingly ask the client to shoulder all the risk like asking for
payment in full up-front (because thatโs how theyโve always done it)
When you reverse the risk in the right way, you make it incredibly easy for them
to work with you.
An example of risk reversal in action would be our own offerโฆ.
We guarantee at least $20,000 in revenue within 8 weeks for our clients
(in truth we try deliver significantly more than this because we want to โwowโ
our clients)
Whilst weโve never failed to deliver, the guarantee states that weโll either
keep on working until we do hit that $20,000 OR refund the client their
investment.
Weโve shouldered all the risk for our clients initially so that we can achieve
far greater goals together long-term.
By guaranteeing this, our clients know that their investment in us is safe and
it really just becomes a no-brainer for them to sign on.
And they arenโt pressured into buying a course for $5,800 WITHOUT a guarantee or
even tailored to what they really need at all.
When you engineer conditions like this into your offer, you will very quickly
find you have more clients than you can possibly handle
๐ฝ๐ผ๐๐๐ถ๐ฏ๐น๐ ๐ต๐ฎ๐ป๐ฑ๐น๐ฒโฆ
Truth is, most accountants give a solid service to their clients, but have a
hard time getting clients easily.
Hereโs a great approach to having clients come to YOU...ready to sign up
(without only caring about what the cost will be instead of the investment)
First, only focus on clients who know what you do, how much you charge, and have
jumped through a few hoops to just get an appointment with you (the higher you
position yourself, the easier the conversation to on-board them will be)
So - if youโre like most people, youโre probably thinking โok - great but how do
you do that?
I asked myself that same question when I worked with my first accountant a few
years back...
We ran a little experiment and within 65 days we were turning clients away
because we couldnโt take anymore
I always outline the strategies whenever I connect with an accountant
(regardless of whether we work together or not)
But i'll give you a 30,000 foot view here:
Step 1: identify your โIncredible/ideal/awesomeโ client
A perfect client is someone who respects what you do and gladly pays you what
you're worth.
You โclickโ with them and everything just seems so much smoother.
Itโs so easy to find โmore clientsโ - anyone can go dig around in a dumpster and
find some
Business is about relationships and value when you reduce it to its fundamentals
If there isnโt mutual respect and they donโt recognise your value, no-one really
wins.
If they call you โUncle Jonโ like they do with one of my clients, thatโs
probably a sign youโre on the right track
The reason you want to know who this โclient avatarโ is is because these are the
prospects that are typically easiest to welcome aboard the win train.
Step 2:
Focus ONLY on attracting those types of clients.
If you're having to โchaseโ people, having to convince them, or having to write
โproposalsโ and then follow up a million times, it's because the prospect isnโt
300% certain you can help them.
If you ONLY talk to perfect clients that you know you can sincerely help, you
can demonstrate your value effortlessly.
How? Simple. Followโฆ
Step 3: give them results in advance
Give these โperfectโ prospects some useful insight that genuinely helps them
(probably what youโd want to do anyway if you didnโt get sidetracked with what
the gurus were saying) and help them get some results very quickly.
This could be done in an online video, a report, a webinar...its up to you.
(right now weโre creating webinars on cash flow for our clients to present
because right now EVERY business owner needs advice on this right now)
The โtrickโ is to give them something they can use immediately
This โwhets the appetite for moreโ and causes them to become very interested in
working with you.
(the fact youโve read this far is a pretty good sign this approach works, isnโt
it?)
Step 4:
Reverse the risk for the client ( this is where you bring a gun to a knife
fight)
Whenever 2 people start a relationship, 1 always takes on more risk
(a really down to earth example would be: Women risk pregnancy, men donโt)
But in a business context, itโs essentially about demonstrating that youโll do
what you say youโll do (giving results in advance helps with this) and limiting
their downside until youโve proven you can be trusted.
(I have a formula that covers all the angles of risk-reversal - I might do a
post on it one day)
Business is about relationships and if you want to start more, you need to
reduce the risk for the other party.
If you have this dialled in, signing on clients becomes a seamless process...
Most unthinkingly ask the client to shoulder all the risk like asking for
payment in full up-front (because thatโs how theyโve always done it)
When you reverse the risk in the right way, you make it incredibly easy for them
to work with you.
An example of risk reversal in action would be our own offerโฆ.
We guarantee at least $20,000 in revenue within 8 weeks for our clients
(in truth we try deliver significantly more than this because we want to โwowโ
our clients)
Whilst weโve never failed to deliver, the guarantee states that weโll either
keep on working until we do hit that $20,000 OR refund the client their
investment.
Weโve shouldered all the risk for our clients initially so that we can achieve
far greater goals together long-term.
By guaranteeing this, our clients know that their investment in us is safe and
it really just becomes a no-brainer for them to sign on.
And they arenโt pressured into buying a course for $5,800 WITHOUT a guarantee or
even tailored to what they really need at all.
When you engineer conditions like this into your offer, you will very quickly
find you have more clients than you can possibly handle
