To prepare and best present your services when meeting with a prospective client review the “Presentation Basics” section (UPB Module 2 Section XI) within the Universal Practice Builder program. Take notes and discuss them with your coach. Some highlights are as follows:
Great eye contact
Engaging owner in conversation
Tone of voice
Incorporating their business into presentation
Great explanation of diagrams
Great close / ask for sale
Sound very knowledgeable
Benefits vs. Services
Ask more questions / Too many questions
Do not just read from the book
More confident in asking for sale
Engage owner more in conversation
Really listen to what they say
Avoid yes/no questions
Interested vs. Beneficial
Be bold / direct
Learn to watch body language: engaged, uninterested, etc.
The process of relating to and understand another person is key in your marketing efforts. Also known as building a relationship of trust, rapport is needing for the clients to feel comfortable in the relationship.
Talk about your prospects business to determine their needs.
When the conversation turns to what you do, the following can be a guide to set an appointment. You should tailor the presentation to their particular needs, but the pattern should still be the same. This is a good general presentation to memorize until you can give it without thinking. When they ask what you do—the answer is: “I’m a Profit & Growth Expert”
Resonating Questions: Have you ever felt like you paid more in taxes than you wanted to? Have you ever wanted to take more money out of your business for your family?
Unique value statement: That’s what I do, I work with small business owners and managers who want to: Reduce their taxes Increase their profits Make sure they’ve got money in the bank, when they need it, to operate and grow their business.
Bold Claim of results:
I can usually help businesses like yours to: (pick one or two that are most relevant to your prospective client): – double profits within 60-90 days – get financials in order within 7-14 days – cut days receivables in half within 90 days – reduce costs by at least 10% within 30 days – (others you can think of yourself based on your strengths, and their needs)
Call to Action:
I don’t know enough about your business to say exactly what I could do for you, but I think it would be important for us to get together to find out. I would be willing to give you 30 minutes of my time this next week. I could give you some time on either ________ or ________, which day is better for you? (Make appointment.)
Great. Just have whatever financial information you have available for us to review, and we’ll explore our options from there.
(If they ask about your rate or fees)—-I don’t charge my clients by the hour, but rather by the amount of work I do for them, so until I get know your needs I’d have a hard time giving you any kind of number—-but—If I can’t save you or make you more than you would pay me, we won’t do business.
Start a Practice YOU Can Count on: Your Own Accounting Practice
There are few things in life you can count on, especially when it comes to your career. But if you’ve always wanted to start your own accounting practice, you couldn’t have picked a better path. Within two months you could start your own business, a business you can count on to bring you professional satisfaction and a plush new lifestyle for you and your family.
Accountants: A Service in High-Demand
For over a decade the demand for accountants and bookkeepers has been increasing. Brent Inman of PricewaterhouseCoopers said, “It’s clearly one of the hottest markets (for accountants) that I’ve seen.” Consider the accounting forecast recently released by the US Department of Labor. For years Universal Accounting Center (UAC) has proudly shared prior reports that by 2008 accounting jobs would increase by 20%. That great forecast has been extended to 2014! They predict “Employment of accountants and auditors is expected to grow faster than average for all occupations through the year 2014. As the economy grows, the number of business establishments will increase, requiring more accountants and auditors to set up books, prepare taxes, and provide management advice.” The future is bright for freelance accountants!
A Lucrative Niche Market: Small Businesses
Over 85% of the opportunities in the accounting field are within small businesses. In fact, Universities prepare their students for corporate accounting which doesn’t address small business needs. And more than 50% of small businesses fail within the first five years, and much of that failure can be attributed to lack of accounting expertise. Those small business owners need an accountant who can address their small business accounting needs. Imagine contributing to the success of local small businesses, which will build your own community while providing you with job satisfaction and security. As you focus on small-business accounting you cater to a niche market in great need of your services.
You CAN Start Your Own Accounting Practice
There’s no time like the present to start your own accounting practice. Perhaps you have fantasized about being your own boss, working as little or as much as you’d like, calling the shots, and catapulting you and your family into a new and improved lifestyle. And luckily, you’re zeroing in on a profitable business opportunity. Of all the home business options, a Bookkeeping and Accounting practice is considered by some to be one of the best. In fact, Paul and Sarah Edwards, authors of The Best Home Businesses for the 21st Century, rate a bookkeeping service as the “Best of the Best” home-based businesses.
There are many reasons why an accounting practice makes so much sense. Here’s a list of some of those reasons:
Every business is required by law to keep books
You can earn a good living (the average client will bring in about $300 per month)
It’s an inexpensive business to start (you probably have most of what is required right now)
No expensive equipment is required
You can make money doing what you enjoy
You can work anytime, any place
Rented office space is not required
Inventory is not required
A Four-Year Degree is NOT required
But I don’t want to put my life on hold while I take four years to get a university degree. Is that the thought running through your mind? While performing accounting and bookkeeping tasks do require specialized training, accounting instruction does not have to take place on a university campus. Nor does it require a degree. You can learn all you need to know about small-business accounting in less than 60 hours with Universal Accounting Center’s (UAC) Professional Bookkeeper (PB) Program.
Certifications & Industry Affiliations
Get Trained in Small Business Accounting and Tax Services Call Today:1 (877) 833-7909
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