Sales Strategy for Women Accountants
Women and men do things differently. That’s why women need to break away from the traditional business model. This is especially true regarding a sales strategy for women accountants when you don’t like the sales part.
First of all, sales isn’t taught in school. You either learn it while on the job or you find someone who can teach you how it works. Most sales training emphasizes pursuit rather than attraction. This aggressive approach isn’t a natural fit for most women.
When it comes to sales, you’re either a nurturer or a hunter. Do you savor the relationship building part or does closing the sale fire you up? Well, both parts are equally important.
Nurturers skillfully gain trust and develop close relationships. Your low pressure style takes awhile before a new client signs on to work with you. Sometimes you fully forget to even discuss your various packages. You’d rather focus on the solution than talk about your fees or close the sale.
Hunters, on the other hand, enjoy the close. Closing the sale is like scoring the final touchdown. It’s exciting to watch the dollars add up. The long term relationship part isn’t your thing and quickly bores you. Because of that, new clients may feel forgotten once they sign the contract.
Drop the Sales PitchAvoid the fatal mistake of talking about your #accounting services too soon. You need to earn the right to discuss your services during an initial consultation. Read full post for exactly how this works. #getpaidwhatyoureworth Click To Tweet
The Value Conversation
We’re going to transform your initial consultation into a value conversation. If selling isn’t your style, then this is ideal for you. Rather than pitch or pressure, lead a client-centered conversation where you ask great questions.
Three important areas get covered during a value conversation.
1. Desires. These specific questions reveal a potential clients vision. You discover what she wants to achieve and why this matters.
2. Wants. Most people know what they want. They simply don’t know how to achieve that result. This creates a gap.
Certain questions start to uncover the gap. Maybe she wants to grow her business, but can’t take on any more work herself. Or doesn’t follow up and loses track of the people who want to hire her. With these questions, you discover how your service solves her problem.
3. Needs. Needs resolve the basic problems. These are the minimum, bare essentials which maintain the status quo.
Your value conversation reveals a potential client’s needs, wants and desires. Your questions naturally reveal the value of your #accounting services. Read full post. #getpaidwhatyoureworth Click To Tweet It’s counter-intuitive; however, great questions highlight your value.
Probe and Engage
Stop chasing and start attracting. I teach my clients the 70/30 Rule. You talk only 30% of the time during your initial consultation. Now you may wonder, I usually do most of the talking. Is it even possible to only talk 30% of the time?
When you ask great questions, you give first. Similar to a physician, diagnose the problem first. Pay attention to the answers. Listen, listen, listen. Once you have enough information, then discuss your recommendations.
The Right Questions
Great questions extend beyond the superficial concerns. They reveal the core issue. As she voices her concerns, listen closely to her answers. Then propose three options for working together based upon her answers. Once again, this sales strategy positions you as a trusted advisor.
Value conversations cover three specific areas.
1. How Much. Ask questions about time and money issues. Whether you offer a soft service like health and wellness or a business service, get comfortable discussing numbers.
You’re not over-stepping a boundary. Instead, these questions acknowledge the cost of continuing to tolerate their issue.
How much potential income have you lost because you haven’t solved this problem? Once this is solved how much more can you earn? How much time have you spent trying to fix this problem?
2. Emotional Cost. Your next set of questions dive into her frustrations. Yes, I realize you’re not used to going into the emotional side of things. Why does this matter?
Well, people often tolerate a lot. Frustration motivates people into action. Removing pain is more powerful than fulfilling your potential. Hiring you is an emotional decision that’s justified with logic.
- Where do you feel stuck?
- What are you most frustrated about?
- What prevents you from fixing this?
3. Work/Life Equation. Quality of work/life questions truly position you as a trusted advisor. These questions reveal how business and life are intertwined. As you know, work problems overflow into her personal life. Maybe she stopped getting together with friends or answers emails during dinner time. There’s always more to do.
On the flip side, health concerns or home issues affect her productivity and motivation. These insightful questions show you understand the unique challenges of entrepreneurs.
- What have you given up because you don’t have enough time?
- Does this concern interfere with other parts of your life?
When you ask great questions, she’ll naturally want to know how to work with you. When that happens, it’s your cue to discuss how to get started.
Value conversations highlight your expertise. She’s investing in a solution rather than buying your time. Because of that it’s easier to value price your services.
Women Don’t Need to Chase
Women prefer value conversations to sales conversations. It’s a natural fit. With this sales strategy for women accountants there’s no need to prove yourself or compete. Your great questions naturally leads to her asking how this works.
The Value ConversationIf you don’t like the sales part, then lead with value. Discussing a clients #accounting concerns quickly establishes trust and rapport. Read full post. #getpaidwhatyoureworth Click To Tweet
If you don’t like the sales part, then lead with value. Discussing her concerns quickly establishes trust and rapport. The sales strategy for women accountants actually shortens the sales cycle.
As you ask questions and listen to her needs, you determine whether you even want to work with her. If there are concerns or red flags, then don’t take her on as a client. Only discuss your packages and how to get started if she’s a good fit.
Follow these recommendations for your business to be successful, and grow while keeping your passion alive. Are you tired of doing work for free because you don’t know how to charge for it? Discover how to get paid what you are worth and attract clients who understand your value. Right NOW claim your FREE RESOURCE to create value based pricing.