HOW I GET 1-2 NEW PROSPECTS EVERY WEEK

A prospect is not a client but you need prospects in order to get clients. Here is the secret formula. I ask for them. I ask everyone I know if they know anyone that would:

• Benefit from my services
• Need help in resolving a tax problem
• Be interested in paying lower fees for their payroll services
• Attend my free workshop
• Be interested in having me speak at their event, church, or organization….

This is how I get leads. The next step is to invite them to do something. Download my free How To article on….Sign up for my free……Schedule a free discovery call with me.

The objective is to get their email address. Once you have their email they have given you permission to contact them. The client-getting process is done in steps. Even if you get a warm lead from a referral you need to take the next step.?

At Bedrock, when I talk to a prospect the next step is to onboard them. This means creating a secure portal where they have to upload their personal and tax information. Once they do this they have decided they trust us, even if they don’t realize it. It’s a subliminal thing. When a prospect starts telling you their life story or the history of the company they are telling you that they trust you. Now all you need to do is make an offer.

What we do is send them a detailed proposal stating exactly what we are going to do, how much we are going to charge them most importantly our TOS or Terms of Service. I’ve seen and heard of all types of offers being made to close people. One I really like is “I'm not gonna charge you $xxx,xxx for this. I want to charge you something more in line with what you can afford. Is that ok with you? What do you think the prospect is gonna say? He or she is going to say YES and that's what you want. You follow it by asking “Is it ok if we meet once a month (quarter) to go over your books to make sure we are on the same page?” Another yes!? “Now if I give you a price that is within your budget are you ready to sign with us now?” If they say no at this point you might want to pack it in and say “Ok I understand. Let me know when you're ready to move forward. You know we can only take on xx clients a quarter because of the amount of time we invest in new clients” I would hate for you to miss out on this deal”

Now remember, you have not even told him the price yet. If he is going to be a client he will ask you to give him a proposal. If not, move on because it’s not worth trying to convince somebody. The minute you find yourself trying to convince someone to buy your services you’re in trouble. The process needs to run smoothly. If you get resistance, move on.

Now, experienced salespeople might tell you otherwise but we are in the accounting business. We need our client's trust and if it’s gonna take convincing the prospect to buy you will have nothing but a problem client.?

Once you have a sale you need to follow up with the client and make clear what the expectations are. Let them know what you're going to do and what they need to do to make that happen. They’re not going to read your Terms of Service. That’s just the way it is but if you have an issue with this client later on you can show them that it was in the TOS. If you don’t do this you won’t have a solid relationship and we are in a relationship business. Cement your sale by forming a bond with your new client.