Are you an accounting, bookkeeping, or tax firm owner who feels stuck, undercharging, or overlooked in a noisy world? While perfecting your sales process is essential, the biggest mistake most firms make is neglecting the client experience once the contract is signed. This critical oversight—treating sales like dating and the client relationship like an afterthought—is the lowest-hanging fruit for differentiation. Today, Liz Szporn, Senior Guide and Sherpa at Profit First Professionals, reveals the three core pillars for creating unique client experiences that ensure you stand out. Learn how to: make it personal, have unique communication, and be consistent. Tune in to discover how systemized, personal attention transforms your client engagement and unlocks your firm’s revenue potential.
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Listen to the podcast here
Stand Out In A Noisy World With Unique Client Experiences With Liz From Profit First
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Welcome to the show. We have a very special guest. Our special guest is the senior guide and Sherpa at Profit First Professionals. She supports the transformation of accounting, bookkeeping, and tax firms. She loves increasing profitability in these firms by working on increasing confidence with their advisory services, marketing content, and strategy to increase client engagement, all starting at the beginning of the sales cycle. She has over twenty years of experience as an executive and entrepreneur with a track record of financial success and strong leadership.
In addition to being a guide, she is also the co-host of the Grow My Accounting Practice podcast with Mike Michalowicz and Ron Saharyan. Before we welcome her to the show, if you are an accounting, tax, or bookkeeping firm owner and you are tired of having those awkward sales calls, or you’re worried that you’re going to say the wrong thing. You’re stuck undercharging for your services and find yourself discounting or answering some free, quick questions. I’ve got something for you.
I’ll show you how to lead every sales conversation with total confidence so you can finally charge what you’re worth, work with the right clients who are also your ideal clients, and hit your revenue goals without sacrificing time with your family or working on the weekends anymore. Imagine closing high-value clients in one phone call, paying off your debt, and saving more for your retirement. Booking that dream vacation that you keep postponing every single year and saying, “I’m going to do it next year.” Here at The Abundant Accountant, this is the kind of freedom that we create for firm owners.
If that is the kind of freedom you want to create, then head on over to TheAbundantCall.com and grab your free spot to chat with us. We’re going to break down your current setup. We’ll map out a clear path on how you can increase your revenue. We’ll also identify the revenue blockers that are keeping you stuck without ever having to get new clients. Now, let’s welcome Liz to the show.
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Welcome, Liz, to the show.
Thanks. I’m so excited to be here.
Thank you so much for joining us here at the show. It is going to be a great conversation. I’m very excited about what we’re going to talk about. Make sure to have a pen and paper. Before we dive in, I’d love it if you could share what it is that you do and who you work with, who’s so amazing.
Liz’s Unique Role: Guide, Coach, And Sherpa
When I first joined Profit First Professionals, I was attracted to this position because the actual job title said Guide, Coach, and Sherpa, which was so unique and so hilarious to me. I said, “Who are these weirdos?” I had to throw my hat in the ring. They asked to send a video, and I sent a video. I am a Guide/Coach/Sherpa for Profit First Professionals, which is where I’ve been for the last couple of years. I get to work with the wonderful and delightful Mike Michalowicz and Ron Saharyan, as well as all of my amazing members who are accountants, bookkeepers, and financial coaches.
I love that you’re a Sherpa and a guide. It sounds like I’m going to go back into my Peru days, where I went hiking, and I had an actual sherpa and a guide.
It makes sense. That visual is so true. That’s what I want to help with. I want to help lighten the load for our members. Maybe not everything, but I have so many of the tools that they need to reach the summit. I loved the imagery of that, and I still think it works.
The Biggest Mistake: Neglecting The Client Experience
Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days
We’re going to talk about how a firm owner can be their own Sherpa and help their clients and guide them to be the best clients they can be. One of the things that many firm owners miss the boat on is the client experience. We think we need a sales process and all this stuff about how to qualify a client, close the client, price right and do more advisory services. Improve what we’re offering, and deliver more value in a short amount of time. All that is great and increases revenue, but one area that is missed, which is probably the lowest-hanging fruit, is the client experience. It’s the customer experience. How are they treated? What do you do?
You might be reading and saying, “I get that.” We’re going to dive into that with Liz. You’ve brought up some awesome stuff that you’ve talked about with Profit First Mastery Members and other Profit First professionals on how you can stand out and be that unique Sherpa and guide for your prospects or current clients. What do you feel is the biggest mistake that you’ve seen firm owners not do from the client experience side to differentiate themselves, not only for the client experience, but from other firm owners?
I’m going to go way back to the very beginning. It’s the fact that we stop talking once they sign. We had Joey Coleman present at our conference. He was talking through his Never Lose a Customer Again book. There was this analogy he gave. He said, “Sales is like dating.” You spend all this time. You prep and get ready. You care so much about those dates and spend all this time, energy, money, and all these things.
Most sales processes end “when they sign on the dotted line,” and then we throw them to somebody else on the other team. What happens is that the customer experience changes dramatically. I feel like we need to understand that the sales process never ends. Sales is educating. Sales is relationships. Sales is validating and personalizing whatever we want them to do, if it’s to stay in our community, if it’s to level into another membership tier, or whatever it is. We’re never not selling in that way.
We need to understand that the sales process never ends. Sales is education, relationships, validation, and personalization—whether we want clients to stay in our community or move to the next level. In that sense, we’re always… Share on XWhy Sales Never Ends: It Extends Throughout The Client Life
It sounds like what Joey was talking about was that sales is like dating, but the client and customer experience is like marriage. You have to put work into it.
Correct. That’s exactly right. Most people say, “It’s fine.” He used this analogy where you cross the threshold, and then you hand this client, your new spouse, to somebody that they’re not married to and don’t know. You say, “See you later. You’ll never see me again. We’re married, but I’m done with you.” That’s scary for some people. It’s jarring. It doesn’t match what has happened to them in the first 60 days. Let’s say your sales process is 60 days.
There’s a lot going on. You’ve spent a lot of time with them, had good follow-up, and do all the things that you do to get them excited, and then you drop it. I like to think of the sales process as an extension, one that extends throughout the life. I love the idea of marriage. It takes work. It takes communication. It takes respect. It takes honesty and all that fun stuff.
Maybe you can even share what Joey said. I’m curious. Do you have the percentage of people that firm owners lose because they pawn people off to others and don’t focus on the client experience?
I don’t, but I’ve experienced it. Before I worked with Profit First, I worked in a large education organization. We would talk about this all the time because we would spend a lot of time working with parents. Their students had special needs, learning disabilities, for example. We would spend all this time with them, getting to know the student, getting to know all the team that surrounded this student.
Those center directors who were good at relationships in general and understood the power of relationships and communication would thrive. They would make sure their entire team understood all the conversations that they had in every single sales call. As part of the sales call, they took good notes. They recorded their sessions. They were very clear on instructions and how to move forward, how to communicate, and all that stuff. They did well.
The center directors who were trying to move quickly, get done, and move on to the next “sales call” dropped the ball everywhere. The team wasn’t ready. The parents would sit there, saying, “This isn’t what I thought was going to happen,” and they would leave. These were big sales. These were big relationships. We would see that.
It was very clear that the customer experience was the exact reason. They felt like they were over-promised, and we under-delivered on everything. It was devastating. I don’t know the percentages of what it is, but personally, I watched it. If you try to rush it or you try to move along too fast and cannot communicate effectively, you’re dead.
Completely dead in the water. I know that you’ve worked with the Profit First Professionals’ Mastery Members on up-leveling their customer experience to their current clients and even to their prospects. We need to not only be the guide and the sherpa, but we also need to focus on the marriage, not just the dating department.
I’d love it if we could maybe break it down as to what you’ve seen work well to up-level this for an accounting, tax, or bookkeeping firm owner who’s like, “I’ve neglected this completely. I got to make a change. I’m committed to doing three things.” What would you say would be one of the first things to stay top of mind with current clients? Maybe you’re meeting with prospects as well and doing marketing and advertising. You’ve got new people coming through the door. What would you say is one of the first things in getting attention and staying top of mind in this noisy world that we’re in?
Pillar One: Make The Client Experience Personal
One of the overarching themes is to make it personal, to help people understand, “We see you in a way that’s not customized.” I say this a lot. I want people to feel that this process in the system is personalized, but not customized. Meaning, I know what you do, so I know this. I’m an expert in this field. We’ll use Profit First as an example. We know the power of Profit First. We know that the system, this method, and the concepts that are built into this behaviorally-based cash management system are important. We know that there is some variability in there in ways that you can play this “game.”
One of the overarching themes is making it personal—helping people feel seen in a way that’s personalized, not customized. The process and system should feel personal without being custom-built every time. Share on XI don’t ever want to say that you can customize Profit First. Meaning, you could do it on an Excel spreadsheet or do it with one bank account. I don’t want to customize it. I want you to personalize it, which means let’s find out what keeps you up at night and what you want to increase, decrease, and create in your business. What are your personal goals? We’re going to personalize this entire process.
I feel like at the very beginning of the sales relationship, we’re asking those questions a lot and saying, “What keeps you up at night? What gets you up in the morning? What do you see in the next twelve months? What happens in the next twelve months if nothing changes?” It’s those sales questions that I know you spend a lot of time on, and helping them to understand where the emotional piece of the client is. Most people drop that.
What we talk a lot about is we are using that goal from those early conversations to ensure that their clients feel that this is a very personal experience as they’re looking to increase advisory or looking to move from compliance work to more advisory or CFO level services. The more you go back to those goals and those personal things you talked about on the first couple of dates, if you will.
That matters throughout. We didn’t forget. I didn’t forget what was important to you. I didn’t forget how much you want to be able to bring your child into this business and have your kid take over eventually, or whatever it is. Remembering the power of building this on the personal part of this relationship is my first one.
I love that. That’s a huge, important one. When you were talking about it, I was thinking about what we do here at The Abundant Accountant in our eight-week sales mastery course. It is customized to each student because they create their sales process, and it is personalized because we listen to each client on the first call and take detailed notes. We incorporate what’s important to them in all of our communication throughout an eight-week period.
I was doing this with a new client, Michael. He was like, “Michelle, you’re 100% right.” It’s his first week in the class. He’s like, “I see how this works.” He got a new client to pay him for some advisory work. It was $5,000 for the engagement. He’s like, “A week ago, I would have charged $500.” I was like, “Good job.”
I kept it personal, though, because I talked about how much more freedom he’s going to have to go do his gardening and go do those things that he wanted to do. It wasn’t about the money for him. It wasn’t about increasing revenue. It was more like, “I’ve done it wrong for 40 years, Michelle, and I am sick of it. I keep saying I need to make a change, but I didn’t have anyone to hold me accountable. Now, I do.” That was the personalized piece. It comes down to the questions that you ask.
That’s great. I love that you mentioned that it’s not about the money. It’s what the money can allow them to do, whether it’s to give them freedom, to give them time, or to give them space. There’s a gentleman named Joe Pine who’s writing a book called The Transformation Economy. In it, he talks about human flourishing. In human flourishing, it’s the things that we want out of this life as if we’re flourishing as a human being.
The Transformation Economy: Guiding Customers to Achieve Their Aspirations
It’s things like health and well-being, wealth and prosperity, meaning and purpose, and knowledge. It’s not just about the money. It’s that he wants to be able to feel this sense of purpose by having his beautiful garden, growing all the cucumbers, pickling them, and being like, “This is what summer is to me. I have time and space to do this because I’ve up-leveled my pricing, I have a system, and I have someone holding me accountable.” It’s so much bigger than money. I love that you said that.
It’s the vehicle to get that outcome of gardening, traveling, or whatever the thing is that they want. The money is the thing that makes that happen, but it’s typically not the most important part to the majority of the firm owners I talk to. For those who want to grow, you can’t keep doing everything on your own. You need to hire somebody.
You need to bring somebody on because you’re like, “My client experience is good. I’m working well on the dating. Now, I have to work on the marriage with my clients.” You can’t do everything. When you can have it personalized, the revenue follows. That’s how you can hire someone at a very high fee. They’ll feel taken care of, and you’ve got a quality person. Number one, make it personal. What’s next?
Pillar Two: Implement Unique Communication Strategies
I want to say number two is unique communication. We talked about getting noticed in a noisy world, keeping attention. If they’ve raised their hand because they’re interested in what you have to say, possibly interested in what you’re sharing with them, and they see that you can transform and ensure that they hit their goals, then we have to look at how we are uniquely communicating with them.
When I look at communication, I also bring the personalization there, too. For unique communication, how do you communicate with them? Most people are sick of email. We know it’s this necessary evil. We have to do it. How can you stand out in that space? Early on, they download your lead generator. Let’s say you have a checklist. They download the checklist and are like, “That’s great.” You have their email. How are you going to keep that attention?
I’d look at it as the before their clients and then after their clients. Before their clients, how can you personalize that? Put your face in there. We talk a lot about using the tools that we have. We have email, CRMs, and Zoom. We have a million ways to do this. Could you send a video to your email? Could you make a little customized reel? Could you send something in a smaller batch email that looks far more custom?
With AI, you could do everything. You could put people’s names and things in the video in a way that is unique and not normal. We talk a lot about the power of video, the power of them hearing and seeing you from the very beginning. You mentioned this, too. You said you love webinars. Why do you love webinars so much? Why is it?
I don’t like to travel anymore. I’m kidding, but that is part of it. It’s a very powerful method for someone to see how I teach, communicate, and coach. For those firm owners who resonate with me, they reach out to me, maybe for help. No matter what, even if they don’t, I make sure that they leave in a better place and that they have some tools that they can implement, but it’s on them to implement. For those who want accountability and real transformation, some of those people reach out. It’s an efficient use of time, as long as the person watching the webinar is 100% present.
That’s a little different than the in-person, but it’s how we stand out in a world of noise. I feel like that’s an area where I stand out, or with this show. I’m very much more audio-video than Intuit or other places. People are like, “Can you write an article? Can you write a blog?” I’m not a writer.” ChatGPT can help me write that, but it’s still not one of my priority areas that I would want to invest my time in.
In the last few months, I have done a few live challenges that were not recorded. It’s 100%% live. That shows me if you show up to one of my challenges, you’re 100% committed, and you want to make some change. I like to work with firm owners who have skin in the game. I’m going to show up and give you 100%. Guess what? In my challenge, you get to show up and give me 100% because I’m not recording it.
Those people who show up and go through the different exercises in the four days, which we do every day at the same time for 1 hour, so it’s a total of 4 hours in the week. They move the needle on something instead of staying stagnant. That’s what I like. That’s why I love what I do. As my example with Michael, he already implemented one thing. It hasn’t even been a week, and he has already seen the shift. That’s what this is about because he’s been stuck for 40 years. That’s why I love webinars, video, or audio pieces.
There’s a relationship that begins before you meet. They feel like, “I get her. I like her passion. I like her energy. I like her clarity. I can see it.” To your point, they’re that much more willing to put skin in the game because they’ve seen you and heard you, and they feel like they know you. They get there and are like, “I already know what she’s on about.”
I’m curious to know what unique communication or other ideas you’ve seen some Profit First members implement with their clients. I also recommend doing some videos. We come up with an elevator pitch and turn that into a video. How do you create a welcome video? How do you get all this out to prospects before you even meet with them?
It’s the same exact thing that we’re talking about. There are ways you can help your prospects overcome objections before they even have any with you in an actual sales meeting. They can do their due diligence on you before you even meet with them in a sales meeting. They can review client testimonials. That’s probably my favorite thing to do. You’re diffusing objections before you even meet with them for a sales meeting.
If you’re going to do a Profit First advisory package or whatever the package is that you’re going to offer this client. They’ve heard maybe a video of yours. They’ve heard and seen client testimonials. They have seen your LinkedIn, which is not going to be a video, but maybe you have some videos on there. Maybe you even send them a welcome video. Those are all very unique communication pieces that will help you stand out in this world of noise.
You hit on so many of the unique ways to communicate. It’s great because there are so many ways to enhance this relationship and create and pull them to you without selling. It’s selling, obviously, but I’m sharing, educating, and clarifying, whether it’s a video or a YouTube platform where you have your video-audio podcast on there.
There are so many ways to strengthen the relationship and draw people to you without selling. Share on XI love that you mentioned the welcome video because what I had written down earlier was the buyer’s justification and a buyer’s remorse letter. It’s being able to say, “Congratulations. You’ve made this great decision to invest in yourself.” You may, at the same time, hear from people that say, “Why did you do that? That’s so expensive. You don’t need that. You could do it yourself.”
To your point, you’re helping them see what’s coming down the road. You are the expert. Your video can say, “Listen. You’re probably going to hear this from somebody, so I’m going to tell you you’ve done a great job, and here’s why. In the next 60 days or 90 days, this is what we will have accomplished to move the needle, to move this thing, and to get you closer to your goals of whatever.” It’s having a system and a process that anticipates behaviorally what happens when people make a decision. They immediately regret it. They immediately get nervous.
They’re scared.
They’re like, “That’s so expensive.” Even if it’s not so expensive, they don’t like to spend money on themselves. Many of us get nervous about that. I love the buyer’s remorse, the welcome letter, the welcome video, reels, and podcasts. One thing many of our members, particularly our Mastery Members, do is a Profit First derivative book. They are niched into something. We have nineteen of them. There’s Profit First for therapists, chiropractors, and ophthalmologists.
There’s a specific niche.
It’s a marketing slash sales tool. It allows people to hear, see, and understand that this person knows you or knows this industry. In fact, they wrote the book on it. Mike often talks about Cyndi Thomason, who wrote Profit First for Ecommerce Sellers. They were at the same conference years ago. This person goes, “This is Cyndi Thomason. She wrote Profit First. She’s the OG.” Mike is like, “That’s amazing.” He did not say, “I wrote the book, and she took it.” She is the authority. Any way that you can stand out and uniquely declare your authority and your expertise is powerful. There are so many modes of uniquely communicating in that way.
Profit First for Ecommerce Sellers: Transform Your Ecommerce Business from a Cash-Eating Monster to a Money-Making Machine
I love all of that. If you can write one of those types of books within your niche, it’s also a unique way to stand out in this world of noise. What else have you seen? What would be your third main way to communicate, making it personal, and this form of unique communication? Maybe there’s something completely different that would also work. I know we’ve been talking a lot about the before they become client experience. Those are prospects when you’re doing your marketing. They haven’t engaged your firm and have not paid you yet. What about for the ones where we need to work on our marriage?
Pillar Three: Consistency And Clarity In Client Communication
The line that I have here is no news is not good news. Oftentimes, as we were saying before, you spend a lot of time on the chase or on the dating phase, and then you leave as the firm owner and give them over to your team. You say, “My bookkeepers, you’re in good hands.” You may not have declared the power of consistent communication, consistent feedback, and consistent whatever. It is keeping our customers informed about progress, about timing, about what’s down the road, and about what they can anticipate.
For us, for Profit First, for example. It is making sure that they understand, “Here are the first five courses that you’re going to take, A, B, C, D, and E. Here’s what you will feel like in the first one. Here’s the second one,” and then saying that over and over again. Every time you meet, it is about having this clarity over where we are and where we’re going. I say this all the time. There are three jobs that we have, and those are to help people understand where we are, help them understand where we’re going, and help them understand how we’re going to get there.
It’s part of the recipe. “Here’s where we are. Here’s where we’re going as a reminder. Here’s how we’re going to get here. Look at where we are. Good job. You’re all the things that you’ve done before.” It is looking backward, measuring backward, and saying, “Can you remember where we were 90 days ago? Do you remember where you were a year ago?” Not talking about progress, the future, and where they are in relation to where they want to be is not a good thing, even if it’s not on track.
A lot of people get nervous and say, “I thought we could do this in a year. It’s taking a lot more time.” Be honest. What do we need to do? It’s not the end of the world. The more clearly you talk about it, the more you anticipate, like, “This isn’t what I thought was going to happen, but it’s okay, and here’s why. We’re in this together.” That line of no news is good news is not true with customer experience. They may not need an email every day from you, but there needs to be a rhythm. There needs to be something they can anticipate, like clarity over where we are, where we’re going, and how we get there.
Have you seen this play out like with an actual Profit First member, where you’ve seen them implement unique communication, put an effort into standing out in this world of noise, and do the video or do the video with emails?
It has to do with you. This is so great. We have these pods.
What’s a pod?
The Power Of The ‘Wow’ Client Welcome Kit
It’s a twelve-week sprint. It’s a small group, a maximum of ten members. We’re working on one specific topic. This one was customer experience, honestly. I had seven members in there. We were talking about all the things that they could do to enhance their customer experience. At the beginning of the twelve weeks, we meet in six sessions. It’s every other week for twelve weeks.
They declare a goal. They say, “I want to work on this during these next twelve weeks.” Every other week, we would get together and talk about what they’ve done. We would have had homework to finish one of the courses in Profit First University. We got to this unique communication piece. We were talking about gifts, onboarding, Joey Coleman’s book, and all these things. We were talking about being unique and gifts.
Somebody was saying, “I hate what I give. I want a welcome kit, like a wow box. What I have, I don’t love anymore. I want something like this.” This person turns around, and they pull out this red velvet rope. They’re like, “This is what Michelle Weinstein gives when we finish her course.” Another person goes, “Mine’s right here.” They turn around and get theirs. The third person is like, “I can’t find mine.”
It was three of your members or clients who were wowed. I don’t know how long ago they were in it, but they were wowed. They were proud of the work that they had done. It was on your brand. It was like showing that they’ve leveled up, that they are now this chic, exclusive firm owner who has something that not everybody gets to get into. If you do, it’s amazing. Can you share why you did that? It made such a huge impact on them.
That’s so cool. This is going to ruin it for anyone who works with me. If you end up working with me, you’re going to get one of these because I think it’s important. As you said, they feel chic and exclusive as a firm owner. That’s the exact impact that I wanted. As firm owners, most of you get walked on by clients all day long. You let people bulldoze you left and right. You let clients walk all over you. You take on any human being that breathes through your door. You deal with people asking for discounts, and then you give them.
You’re doing free work and answering quick questions, and then you wonder why you feel exhausted, depleted, and everything else. In part of what I teach, I teach this thing called the Red Rope Policy. If you want to know more about that, you’re going to have to book a phone call with me to find out. You can do that at TheAbundantCall.com. You’re going to create that thing. That thing is going to be what you shared, which is this chic and exclusive thing that you’re going to have in your firm.
If you’ve ever been or have watched the Emmys, the Grammys, or anything, they’ve got a bunch of red ropes. You get one, too, if you work with me. You get to have that visual in front of you all the time to remember what you’ve learned and what you’ve implemented as a piece of what we do. I could probably create some more items in this wow box, wow kit, or wow package. That was one that came to me when I started this business back in 2018 or 2017. I don’t even remember how long it’s been. I mail it out and also put in there a button that you’ve seen before.
I have them. We have them here.
It’s these little reminders. The rope’s a powerful one because you’re like, “Where the heck did you get this thing, Michelle?”
That’s exactly right. They didn’t throw it out. They earned it. That’s so unique. That’s the kind of unique communication, whether it’s a thing or a totem. This is something that is meaningful to them. We talk a lot about this in terms of gift-giving specifically. It can’t just be another T-shirt with your logo on it. That’s not what people want. They want something that they’ve earned, or that is useful or helpful. They want something that they could put up that is inspiring or something like that. The unique ways to communicate, the unique ways to speak without words, are stuff like the velvet rope. It’s cool.
You’re going to need to help me think of the next thing to put in there that no one knows about.
We need a new top-secret something.
I need a new top-secret thing going in these bags. I got an idea.
Already?
Yeah. I came up with it. I’ll have to ask you after we’re done recording.
That’s awesome.
This has been great. A lot of firm owners tuning in can up-level your unique communications, your gift giving, and your client experience on the prospect side and on the client side. The prospect side is when you’re dating. The client side is when you have your marriage. Is there anything else that you want to share that we haven’t talked about yet that you feel compelled to share before we wrap up?
Consistency: The Importance Of A Communication Checklist
At the end of the day, all of this is consistency. I’m a huge reader. I read a bazillion books a year. There’s so much noise. There are so many things that are coming at us. My advice is always, whatever you do, be consistent with it. If you say, “I want to be unique, and I want to give a gift,” even if the gift changes, the gift itself, that process sits there.
At the end of the day, it all comes down to consistency. There’s so much noise competing for our attention. My advice is simple: whatever you choose to do, stay consistent with it. Share on XTo me, we’re as good as our systems and our processes. Having a communication checklist sounds super boring, but it’s so critical. What are the things that are important to you? What do you want to be known for? How do you want to communicate? Make a simple checklist. Make sure your team knows. That way, your dating life and your married life will be that much more streamlined and that much more impactful.
Thank you so much for being here with us on the show. It was an honor to have you and have this conversation. I want to say thanks again one more time.
Thank you so much for having me. We, over here at PFP, adore you. Thank you for being a part of our family, too. I appreciate you.
Thank you.
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Thank you all so much for joining Liz and me here on another amazing episode of the show. I am so excited to come up with my next wow gift to add to our wow package. Hopefully, you’ve taken some notes and will implement at least one thing before next week or the next day. What is that one thing that you’re going to stay consistent with? For us here at The Abundant Accountant, I want you to stay consistent always with anything related to sales.
If you’ve ever walked into a sales call and gone blank, or you let a prospect take control of the conversation because you didn’t know what to say next, that’s a lack of consistency. That’s inconsistency. It’s time for a change. Here at The Abundant Accountant, I’ll show you how to confidently guide every conversation as Liz does. She’s a guide and a Sherpa. You can do the same with your clients.
You can learn how to handle pricing with ease. You can learn how to close premium clients, get paid upfront, and get engagement letters signed. You can do all of that without feeling pushy or without being like that annoying car salesperson. You don’t have to second-guess yourself anymore. You don’t have to overdeliver and only get paid low fees anymore. You can say goodbye to burnout once and for all.
If you’re ready for consistency, you’re ready for change, and you’re ready to stop procrastinating the potential that you have for your firm, go to TheAbundantCall.com and book your strategy call with my team and me. If you’re serious, if you want change, and you’re ready to be consistent in an area where you’ve been inconsistent, I cannot wait to talk to you. Head on over to TheAbundantCall.com. We look forward to talking to you soon.
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Important Links
- Profit First Professionals
- Profit First App
- Grow My Accounting Practice | Tips for Accountants, Bookkeepers, and Coaches to Grow Their Business on Apple Podcasts
- Never Lose a Customer Again
- The Transformation Economy
- Profit First for Ecommerce Sellers
- Intuit QuickBooks
- Book a Call to Grow Your Firm Revenue with The Abundant Accountant
About Liz Szporn
Liz Szporn is a Sr. Guide at Profit First Professionals. She supports the transformation of accounting, bookkeeping and coaching firms. She particularly loves increasing profitability in these firms by working on increasing confidence in advisory services, marketing content and strategy to increase client engagement starting at the beginning of the sales cycle.
Liz has 20+ years of experience as an executive and entrepreneur with a track record of financial success and strong leadership skills. In addition to being a Guide, Liz is a co- host on the Grow My Accounting Practice podcast, with Mike Michalowicz and Ron Saharyan.
She also founded Your Business Matters, a business consulting and advisory firm and co-founded Leaderally, a professional development firm for educators, where she produced and delivered curriculum, workshops and presentations focused on communication, management and strategy. Liz lives in New Jersey with her husband, three children, and two dogs.
