Closing a Sale (Part One of a Two-Part Series)


close-deal7 Tips to Turn Prospective Clients into Current Clients

You’ve distributed your business card, given your elevator speech, and perhaps even treated a prospect to lunch.  But how do you close a sale?

Closing a sale is that pivotal moment when a prospective client becomes a current client, bolstering your client roster and contributing to your bottom line.  Unfortunately, for many accountants this can be the most daunting moment and one we sometimes bumble through or perhaps never tackle at all.

Closing a sale doesn’t have to be that difficult.  In fact, when you implement the following 7 tips, you may find that acquiring clients is the easiest thing you do as a contract accountant:

1. Avoid self-sabotage

Brian Tracy, motivational speaker and world-renowned business trainer, claims that three obstacles in closing a sale are fear-based: fear of failure, fear of criticism and fear of rejection.  Each of these obstacles has nothing to do with a potential client; however, they have everything to do with your perception of the situation.  When you can eliminate these obstacles of self-sabotage, replacing fear with confidence, you’re ready to approach just about everyone you meet with ease.

2. Recognize your value

Implementing the above tip becomes much easier when you recognize just how valuable your accounting services are.  When you yourself come to believe that your services can help make any business more profitable, it won’t be difficult for you to share that belief with others.  In fact, you’ll be excited to help others improve their business practices and become more lucrative.

3. Be upfront

No one likes a sneaky salesman.  When approaching a prospective client, be upfront about the services you’re offering.  Don’t be ashamed to disclose your fees; just be certain that you also share the value that accompanies those services.  What business wouldn’t be interested in enlisting the services of an accountant that can help them use accounting data to make more informed business decisions and increase their profits?

4. Read signs

It’s important that you closely observe a prospective client’s reaction to your conversation.  In’s article entitled, “Tips for Closing a Deal,” they recommend listening for statements that indicate a prospective client is ready to retain your services.  Questions like, “How much will it cost me?” or “What will it require of me?” are good indications that your prospective client is interested in retaining your services.  If they’ve stopped responding altogether, chances are it’s time to unearth and resolve any concerns they may have.

Being able to close a deal is a valuable skill to attain if you’re running your own accounting practice.  Without clients your business will fail.  To secure those clients you need to practice a few key strategies.  Return next week when we’ll cover the final 3 tips in closing a deal.

5.    Ask the right questions

6.    Offer a free trial

7.    Define specific terms

Increase Your Appeal by Offering Tax Preparation Services

Your practice will become even more appealing when you add tax preparation services to your menu.  Not only that but many tax preparers make more money in the months leading up to the April 15 tax deadline than others make all year long! Since all individuals and businesses, small or large, are required to file taxes, tax preparation is a respected skill that will always be in demand. And many of your current and prospective clients would probably be happy to have you file their taxes as well as perform the standard accounting services you currently provide.

Also consider who your clients will trust to file their taxes.  Countless individuals are scammed each year by people who claim to know what they’re doing.  More and more are becoming weary of tax preparers without any credentials.  The Tax Preparer Designation will put many of those individuals at ease, assuring them that you have been properly trained in tax preparation.

Take time this summer to acquire the expertise necessary to become a Professional Tax Preparer before next tax season.  UAC’s Professional Tax Preparer (PTP) program will not only give you hands-on training in completing full individual (1040) and business returns (1065, 1120, 1120S), but it will also provide you with the following:

  • 20 hours of valuable video instruction
  • 2 instructional manuals
  • Step-by-step instruction in becoming a sole practitioner
  • One year of follow-up support from expert tax preparers
  • The opportunity to earn valuable professional certification
  • Our iron-clad, risk-free guarantee

Increasing your service offerings could make you the premier financial provider in your area.  Enroll in the Professional Tax Preparer Program today, and improve your competitive advantage while securing your business standing in the local community.


“Tips for Closing a Sale.”

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