If you ever hope to get someone else to sell the services of your Accounting firm effectively, read this article in order to know how to go about delegating sales responsibility to an employee. For else, the job is yours from here to eternity!

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Could there BE a way of handing over Accounting service marketing, prospecting and sales responsibility to others?

Get the facts about hiring sales people and you can then do the math...In this article, we assume that your chosen method of handing over the task of client acquisition is not to hire an expensive marketing expert but that you're looking for a way to accomplish sales by using "normal people" — a person who's not a top gun sales or marketing expert.

Which is just as well, for those top sales experts are one in a thousand... and they don't come cheap. In fact, they seldom come at all into smaller firms as, being very career-oriented, they only want to work for big companies with high visibility and many opportunities for promotion (and fame).

So, if you don't happen to be running a franchise of one of the Big Four, chances of catching a big fish like this are minimal.

But that's not all bad news. You'll save loads of money and, if you play your cards right, get MORE CLIENTS than one of these top guns could ever produce!

To understand why (and how), let's look at what makes these top sales guns so good.

 

1. Knowledge of sales techniques

The first part of it involves a wide knowledge of sales techniques. Top sales guns know every technique and they know how to USE it fluently and convincingly.

To achieve this level of knowledge and skill, they have to work and study for several years. They do that by FIRST becoming very good at selling THEMSELVES to smaller companies just like yours. They NEED to get on a sales post in order to practise and learn.

Obviously, this is not so good for YOU, the employer who foots the bill for his career training. Also, it shows why you might want to be careful whenever some apparently super-able salesman offers his services to small firm.

Notice that all this sales knowledge is stored in the MEMORY of the sales expert. He never puts it down on paper — that might make him less irreplaceable — and he certainly lacks the motivation (and, possibly, skill) to document the whole sales interview into a tool... after all, if he did that then ANYONE could duplicate his successful sales action, see?

Now, it's not commonly known that such sales actions CAN be documented into a ready-to-use tool, incorporating all the right steps and techniques INTO the tool so just about ANYONE can use this tool to obtain more or less the same high level of RESULTS as the original salesman on whose success it's based.

Known or not, it can be done... and it has been done very successfully as proven by the successes those using the tools within Modern Accountancy Marketing & Sales Course.

 

2. Ability to adapt the right technique in the right situation (and with the right prospect)

This is again something that comes with years of practising. The REASON for the necessity of this ability comes from doing the sales talk ad lib. With no mapped-out route to follow it's all left to memory... and therefore, the dialogue strays enormously, requiring several "rescue actions" during a single sales routine.

You don't really need this ability IF you have ready-to-use tools for selling Accounting services. These tools already contain all those parts required to KEEP the prospective client on the right path to a successful sales closure.

 

3. Aggressive nature

What top sales guns lack in technique and finesse, they make up with very aggressive approach. While putting pressure on the prospect and having great sales skill are not mutually exclusive, the fact remains that IF you know your stuff, little or no pressure is required in the closing stage of a sale.

In other words, if you've prepared the prospect so he is extremely interested in your services and can perceive how much MORE he would get IF he was your client, the less convincing (let alone pressure) is required to get him to make the final (positive) decision.

Every business owner has his own willingness and goals. If you can ALIGN his benefits, purposes, goals and desires TO YOUR SERVICES then HIS "engine" will provide the pull required for him to take that last step and sign onto your services.

 

The better the sales action is prepared and planned, the less skill and pressure are required to get new clients

Now, the great news is that you DON'T NEED to get a super-salesman to get a continuous flow of new clients. A "normal" human being willing to communicate with people can produce just the same number of new clients... or even more.

Every part of the above three points defining a top sales person can be SUBSTITUTED by clever planning and systematization.

This is possible by obtaining a full SYSTEM for prospecting, presentation and selling of Accounting services combined with a unique basic service that'll offer what business owners want but aren't getting from their current service providers.

The system within Modern Accountancy Marketing & Sales Course is exactly like that.

It gives you all the tools, instructions, training and systems to get NORMAL people selling your services successfully.

This is because Modern Accountancy Marketing & Sales Course contains these elements (among others):

-

A tested and proven basic service that offers what 85% of business owners are looking for but don't think that it exists. We call it Monthly Financial Consulting Service but, of course, you can call it anything you want as long as it has the ingredients business owners want most.

This service gives you the leverage of offering something they WANT but (think that they) can't get from their current Accountant... meaning you're giving them a very strong reason for CHANGING Accountants.

Without such a special service, it's almost hopeless to tempt business owners to go into all the trouble of changing Accountants just to exchange an identical service to another. That's how THEY see it, see?

-

Tested and proven TOOLS to find prospective clients effectively and at low cost. Here, you have a wide variety of prospecting tools, starting from ready-to-use direct mailing letters, an easy telemarketing system (that you can get anyone to use successfully), special approaches for specific types of prospects and so on.

These are tested by hundreds of practices and you get these valuable tools and systems so you can start getting prospects without delay. And because these are put into tools, you can get just about anyone to use them successfully... it doesn't have to be YOU, in other words.

- Tested and proven tools to interview prospective clients by telephone so their interest is increased and they realise how this special service can be tailored to their wishes and needs. This leads to a heightened interest and pulls the prospects into a meeting in your office.
- Tested and proven tools for running the meeting, such as a ready contract (which acts as a closing tool) and a form to create quote that no-one can match or better... and successful actions on how to close a good number of these prospects onto your services then and there.
-

Detailed instructions on how to use each tool, full briefing on WHY it is the way it is and how to get others to use the tool successfully. The course acts as a full training system in marketing and selling of Accounting services and yet it requires very little time, you get it a low cost and you don't have to do it all at once. In fact, you can choose to train one person to handle prospecting and another to do the presentations... and so on.

Never before has such a detailed, in-depth set of Accountancy marketing & sales techniques AND tools been available — and within your Modern Accountancy Marketing & Sales Course, you not only get it all at a low cost but also a full marketing library and toolkit for any future needs, no matter how much your firm expands.

-

Unique management tools with which you can monitor and manage the marketing & sales personnel so that you can accurately predict the coming results. This system allows you to go about your business without having to stand behind the salesman's shoulder — in fact, it only takes a few minutes A WEEK to keep this system under control!

If you use the system yourself in the beginning, these tools will allow you to achieve certainty that you're on the right path and on the way to obtaining worthwhile results.

-

The complete experiences of troubleshooting any and all problems that the more than 50 practitioners using (and misusing) the system in our three-year pilot programme run into. You get all the solutions in a checklist for each tool so if you don't get the expected results, you can LOCATE the problem and correct it.

This experience is SO valuable that you really have to experience using these special troubleshooting checklists to appreciate how easy it is to conquer ANY problem and reach a state where you can get as many clients as you want when you want them. Never before has such a system been offered to practitioners. Troubleshooting not only helps you REACH your goals but it also shows that this is one system that's been tested, piloted and USED extensively until it produces uniform results in the hands of anyone.

It's priceless to have for your practice.

 

There's more — much more — within the course but from the above you can see how this system will not only make it feasible to get normal people to sell your services successfully but also ensure that they can start producing results almost immediately.

Of course, you do have to go through the system personally so that you can choose which tools you want to be used and learn how to monitor and run the marketing & sales system for best results.

Now, this system suits the do-it-yourself practitioner also. You can use the tools yourself if you so choose and get expected results.

But the remarkable about this system is that it ALSO allows you to delegate these duties and assign different tasks in marketing to different people so that you can get them producing successfully practically within days.

Even if you plan to start by yourself, it's vital to possess the means to get others to do these tasks successfully. In the long run, you'll need that, for otherwise you'll run out of time.

And, after all, why not install a marketing system that will give you a CHOICE: Once you've reached a far higher level of income and viability, you might want to start taking time off... and this system will allow you to do just that.

 

Hiring salemen: A question of availability and risk

You don't need me to tell you how expansion always contains some risks. This is particularly so when you start hiring marketing or sales personnel.

Whether you know it or not, there's no way you can find people who'll be happy to work on sales commission (alone or at all). No, Sir. People want a salary that they'll receive regardless of results... that's the way people are today.

So, you'll have to take on considerable costs (in form of salaries) before you get any bankable results from the sales person. Without a clear-cut, ready-to-use system for them to use, you'll have to wait MONTHS for them to "get grooved in" on the job... which, again, means a lot of expenses without any guarantees of ever getting something in return.

Compare that to having the 12-part Modern Accountancy Marketing & Sales System course pack with its ready-to-use systems which can be implemented within days.

Not only will you save lots of money but you'll also find out whether or not the new person has it in him to GET any results... for with these tools, he should get results within a week!

And then there's the problem of FINDING the right person. As mentioned earlier, those super-sales-experts are very rare. It can take ages to find on, let alone persuade him to take employment with your firm.

Compare that to how Modern Accountancy Marketing & Sales Course will allow you to utilise NORMAL, communicative people instead.

It's important to realise that the type of person required to use this system successfully is a HUNDRED TIMES MORE AVAILABLE than an established sales expert.

With this I mean that these people are about one in ten out there... instead of the forbidding odds of one in a thousand that you have for finding someone who's already a top sales expert.

Not only is it much easier to find a person to use this system than to find a top gun salesman, but the COST in terms of salary is of a whole different order of magnitude.

IF you can get a top sales expert, you'll have to pay a huge salary, along with a few perks as well.

Compare that to how the systems in Modern Accountancy Marketing & Sales Course only require the person using the tools to be communicative and extroverted — absolutely NO salesmanship or experience required for results!

No expertise needed to use this system successfully... so no gigantic wages required either.

Controlling the employee is yet another point to consider. Top sales experts know their value and act accordingly. Which is fine as long as things go well... but a nightmare if they don't.

On the other hand, if you get a normal person whom you tutor into using of the tools, his attitude is probably going to be a lot more respectful and considerate as he knows that his expertise is caused by you.

And what about the moment when the sales person decides to leave your employ — how is that AND his future activity going to impact your practice?

A top sales expert commits everything to memory... and you'll have to let him in on most of your trade secrets. This makes you vulnerable as he can sell himself to a competitor with the special expertise YOU provide...

Also, being dependent on a top sales expert for clients means that when he leaves, you don't get any more clients. Which, if left at that, is acceptable damage... but remember that this guy knows your clients and might be tempted to get a few "easy pickings" just to impress his NEXT employer... your competitor.

Compare that to OWNING the system that the sales person uses. You can get him to sign a Confidential Information Agreement forbidding the copying of those tools... and if he leaves, he leaves just as stripped out of personal skills as he came into your employ.

He can't steal clients. He can't steal your systems.

And, more importantly, you can EASILY hire a replacement, getting the new sales person producing new clients within days!

 

Expanding your clientele: A question of having a choice

In the final analysis, it's a question of whether or not you HAVE a choice in terms of marketing, expansion and sales... and even future service delivery within your Accounting firm.

For I've left the best part to last: With the tools in Modern Accountancy Marketing & Sales System, you can get the delivery of consultation also delegated to others!

Now, that's not going to be much of a benefit in the beginning. But as you expand it will become essential.

You KNOW how clients always demand to talk to YOU and how no-one else will do. There's a reason why that is so. In the beginning, this doesn't bring problems. But once you have a hundred clients, it will certainly be problematic.

Especially so if you ever want to take some time off to enjoy the fruits of your hard work.

In the Monthly Financial Consulting Service, you have two specific aspects which make your work much easier.

For the first, you can handle only the 15-minute-per-month consultations with each client and have others perform everything else.

This saves you LOTS of time and yet you keep the kernel of knowhow — the most essential part of your services — to yourself completely so that no-one can steal these clients from you as no-one knows how to DELIVER the most valuable part of the service.

For the second, once you have ample proof that someone has earned your trust — and, possibly, become a junior partner within the firm — you can easily set HIM up to start his own clientele, delivering the service just the way you do.

This is all documented into clear instructions and tools, so it won't take long. And, once that's a reality, you can always TRANSFER clients to this new partner... and stop taking new ones for yourself. This way, you can grow several "smaller units" into your firm, each producing a higher profit and sufficient income on their own.

At that (hopefully not too distant) time, you can simply run your firm with lots of free time left over.

And that, in the final analysis, is what having a real choice is all about, don't you think?

 

Convinced enough to try Modern Accountancy Marketing & Sales Course?

Then CLICK HERE
to get Part 1 and subscribe to
Accountancy Marketing
& Sales Course now
!

Remember that unless you like what you see, you only have to take Part 1 of the course: You can terminate your subscription at any time unless you're completely satisfied with your course materials!

You subscribe to the full course but you can terminate your subscription at any time if you wish, so you are really risking the cost of Part 1... and right now we offer Part 1 at less than half price just to make it totally risk-free to see what the course is all about!

If you want to read about the course first, CLICK here for an introduction of Modern Accountancy Marketing & Sales Course.

If you want to read more about Monthly Financial Consulting Service, CLICK HERE to get to an article about this unique basic Accounting service.

If you want to know more about ready-to-use tools within Modern Accountancy Marketing & Sales Course, CLICK HERE to read about these invaluable tools.

If you want to find out more about the troubleshooting within Modern Accountancy Marketing & Sales Course, CLICK HERE to read about it.

If you're a bigger firm looking to hire a sales expert, CLICK HERE to read how you can ensure the best possible chances of success for your new recruit!

 

Best wishes,

Harry Kafka
HDK Consultants U.S.A. Inc.
PMB 211, 411 Cleveland Str.
Clearwater, FL 33755, U.S.A.
Phone (727) 474 1206
Calls from outside USA: +1 727 474 1206
CONTACT FORM


Practice Management Articles

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IF there was a way to ensure that clients understand and use the information they receive from YOUR basic Accounting service... you would have a mile-long queue of business owners outside your door, all begging for you to accept them as new clients!

CLICK HERE to read how to start delivering a basic Accounting service that 85% of business owners consider so valuable that they would immediately start considering a change of Accountants if they thought it was available...

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As the owner of an Accounting firm, you have many separate tasks and hats. In this article, we examine how easily one can think about marketing "wearing the wrong hat"... and how to avoid the inevitable cost...

CLICK HERE to hold onto your Marketing Hat and make life a lot easier!

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51% of small businesses turn to their Accountant for advice...but are we WASTING this natural demand by NOT advising SMEs on the most make-sense and NEEDED areas of enterprising... just because they don't know how to ASK FOR IT?

CLICK HERE to see how you can give clients what they want most....

Packaging Accounting services into highly desirable products

What on earth is PACKAGING? Well, it's the first and most important part of marketing... something without which you will have enormous hardships in getting your services sold effectively because you're not utilizing the PULL that's there. If you read nothing else from our web site, PLEASE read this...

CLICK HERE to read how you can package your Accounting service so it has tremendous pull for your main market — so the service will SELL all on its own!

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In your wildest dreams, have you ever imagined that marketing your services could DIRECTLY BRING INCOME instead of costing an arm and leg?

No, you didn't misunderstand and there's no mistake here... and it's not a wild scheme but something a growing number of firms are employing today...

CLICK HERE to read how Accounting publications can start bringing you a direct income AND new clients!

Looking for inexpensive marketing ideas for a small or startup Accounting practice?

A small Accounting firm has some very speficic requisites for any marketing system. Otherwise, you're playing with the very survival of your practice.

There are certain simple basics on how to EVALUATE Accountancy marketing systems on whether these really have what it takes for you to get new clients.

CLICK HERE to learn how to evaluate your needs for an Accounting service marketing system!

Making use of normal people in selling Accounting services... or are you planning to do it yourself forever?

Read this article to find why it's seemingly impossible to get someone to sell your services successfully. Once you KNOW, you can actually DO IT...

CLICK HERE to learn how you can help average people become highly effective sales persons for your Accounting firm!

EXPANSION-MINDED OR NOT? Why not take this tongue-in-cheek test to measure your readiness for expansion...

Expansion doesn't just happen like a lightning out of blue skies. It requires favourable circumstances... Here's a test for you if you have what it takes to BITE bite into this hot chilli pepper...????

CLICK HERE to test how ready your firm is for healthy expansion at this moment!

Ready-to-use tools for finding prospective Accounting clients and to present & sell your services successfully:

What's all the fuss about ready-to-use tools for marketing & selling Accounting services? What's the difference — if these are NOT software solutions then WHAT are they?

CLICK HERE to learn the secret of ready-to-use marketing & sales tools used by the most successful Accounting firms today!

The biggest trap stopping you from obtaining Accounting clients at will...

There's an insidious, invisible TRAP into which we've all fallen. If allowed to remain unnoticed, this trap mechanism will effectively keep any Accounting professional from ever gaining the ability to obtain clients at will.

Knowing the anatomy of this insidious trap (and knowing how to get out of it) is probably the most vital piece of knowledge for unleashing your true potential in acquiring new clients at will.

CLICK HERE to learn the biggest trap stopping accountancy client acquisition... and how to guarantee it won't stop you from obtaining accounting clients at will!

Why you can't find anywhere NEAR as many prospectice clients as you want:

If only you could FIND MORE PROSPECTIVE CLIENTS...

Why does it appear impossible? Why do you get SO FEW referrals and prospects? What's causing this?

Well, chances are you've totally overlooked the biggest source of prospective clients in your area!

CLICK HERE to read an amazing article on different types of prospects and what you need to find and sign these onto your services successfully!

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Why not adopt the principle of charging for availability of advice and at the value your expertise really represents to clients?

How can you CREATE that value in the minds of your current and future clients? Its not all that hard if you know how to do it...

CLICK HERE to see how Accountants have been able to achieve freedom from hourly rates while increasing profit by an avearge 22 percent....

 

Do you KNOW what what business owners think about, value in, and want from Accounting... or just THINK you do?

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One of the most common misconceptions among mid-sized Accounting firms is to think that all they need for marketing is to hire a marketing expert.

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CLICK HERE to read this eye-opener about risks of marketing Accounting services and how to minimise them for yourself!

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Prospective Accounting clients through direct mailing?

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7 factors governing the success of Accountancy prospecting

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You're 98% success... but to get a new client you need a hundred!

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Midst all the bad news, it's easy to forget that an economic slowdown contains both risks and opportunities, just like any other. Doing nothing is the only certain way to ensure that the situation can do maximum damage.

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CLICK HERE to read how to harness recession to get lots of new Accounting clients!

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If only it was easier to sell...

Selling your own ability - yourself, in essence - is often not too pleasant. Using superlatives can be very embarrassing... and one can also argue that such salesman antcis don't go well with the image of an Accounting professional.

It's a paradox - if you tell the client how great you are, he might get turned off... but if you don't, he just won't know.

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New Generation Accounting Service PRESENTATION techniques

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CLICK HERE to learn why advertising accounting services doesn't work... and how you can change that!

Are you practical or not when it comes to selecting a marketing system for your Accounting firm?

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CLICK HERE to read how you can evaluate an accountancy marketing system for its practicality and usability before buying it!

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CLICK HERE to read an article that will forever change the way you think about marketing Accounting services.

You don't want to increase the NUMBER of Accounting clients but REPLACE a few with BETTER paying & more cooperative ones?

Sometimes the idea of increasing the number of clients isn't appealing for obvious reasons. Not everyone wants to expand through a vast clientele and take on the hassles of employing many people. A sole practitioner who's been in practice for a while usually has TOO many clients already... and too much hassle. The old 80/20 rule (20% of clients cause 80% of the hassle but not of the income) can be beaten but it takes a bit of cunning.

CLICK HERE to read how to start changing the profile of your clientele so that you get more of those profitable and cooperative Accounting clients and can replace the bad ones!

How to sell advanced added-value Accounting services

Many Accounting Professionals have superb additional services to offer to their clients. But why are those added-value Accounting services, special consulting, valuation and other such excellent services so difficult to sell?

There's a very simple and logical reason for it - and once you know what the barrier is, you can effectively open the door to increase the sale of these additional services.

CLICK HERE to read the full article on solving the riddle of getting advanced Accounting services sold.

How to sell Accounting services: Getting your hourly rates accepted by prospective clients

Majority of business owners seek for low-cost Accounting services. Justifying reasonable hourly rates is a constant pain and source of disagreements.

There is a simple way to help your prospects and clients accept your fees...

CLICK HERE to read on pricing of Accounting services and achieving acceptance the fees.

Do you want to get a lot more REFERRALS for accounting services?

Referrals are the cream of all potential clients for an Accounting firm. They're easy to deal with and you can close almost all of them onto your services.

But why are they so hard to find? And how do you INCREASE the flow of referrals?

CLICK HERE to learn the six factors governing the flow of referrals for Accounting services!

-Accounting Firm Prospecting System Evaluation Points-

Does it have correct Approach in Prospecting for Accounting clients?

Does the prospecting system have a planned and tested route
from contact to sign-on to follow?

Does the prospecting system have ENOUGH of what it takes
to really GET results?

Does the prospecting system include a systematised method
with TOOLS that require no training to use?

Does the prospecting system allow for constant marketing outflow
& sales activity of practical nature?

Does the marketing system include a way to monitor results
and troubleshoot problems?

Does the marketing system put you in control and give full
independence to obtain new Accounting clients wherever you want?

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