When you’re looking for potential clients, you might be hesitant to start because you don’t know how to talk with them and if you’re going to be rejected or not. Identifying your ideal client is not easy. It’s a lot of hard work pulling yourself up. You’ve got to hustle to bring in money. You have to know how to start and build strong relationships with people. How do you do that? Listen to this episode as Michelle Weinstein and Debra Angilletta discuss having that interaction and reaching out to people in the most effective way. Debra is a master profit first professional, sales mastery instructor, and the founder and CEO of MasterMySales.com. Debra emphasizes that starting is not a dreadful process, and you can still have fun getting the right quality clients. She believes that there are so many interesting things that you can bring to the table and talk about with business owners. She shares the strategies she implemented in getting her first ten paying clients. Find out what you can do to start driving revenue and utilizing tools for your success!

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How To Identify Your Ideal Accounting Client With Debra Angilletta

We have a very special guest. Our special guest also works with accountants and bookkeepers who want clients to be able to see their value, charge more for their services but typically struggling with their sales calls. She also has a program called Sales Mastery. The difference is that it’s an online eCourse. It shows you how to become more consultative so that you can become that go-to-expert and get the right clients to say yes to you. She spent the last years in the sales trenches having over 20,000 sales calls. She might have even had more than me. She knows typically exactly what works when it comes to showing your value versus talking about it. Debra is also a sales expert like me. She also coaches. She’s a Profit First professional and works with clients all over the country.

Before we welcome Debra to the show, I have some very exciting news. I’ve been working on the show sales app in the background for months. If you are looking to build your firm faster with less volume and more high-paying clients, then this app will help you. If you do not have any follow up system, follow up email sequences, I’ve got that covered because I’ve done it for you. If you want to stop wasting hours of your day looking for new clients online, want tools so you can reach out to the right ones and know that the follow up sequence is in place, then this app has it done for you.

To check it out, head on over to TheAbundantAccountant.com/app. You can give it a whirl. The goal is to take one lead from start to finish in two weeks and watch what happens but this will explode your firm faster than any way you’ve probably tried before and 10X your sales with the number one accountant’s sales app on the market. Give it a try for two weeks before you buy and see how you like it. Let’s welcome Debra to the show. Welcome, Debra.

Michelle, it’s good to be with you.

It’s great to have you here again on the show. I know we have a few great topics but, on this episode, we brought Debra here because the last conversation was so awesome. We have a lot of similar stories but before we dive into our episode about finding more right quality clients, how to identify who to look for before you go searching for them and then sharing our personal stories, can you share with everyone who’s reading 30 to 60 seconds about you?

From the accounting bookkeeping standpoint, I’m a Profit First professional. I’ve been with them for years and I work as a coach in that capacity. I’ve been doing that for a number of years. I love hanging out with this crowd because we partner so much on cases and that’s where I see the immense value that you bring to the table. That’s where I think I come into the mix.

You also come in the mix of it because you also have a background in sales. On the show, we’re all about helping you not only improve your profitability but you can’t even have profit if you don’t have topline revenue. Topline revenue is all about your sales. That’s what we talk about here on the show. How do you find more of those ideal clients? How do you get the right type of clients in your sphere? You don’t have to think, “I got another Pitta client. This person didn’t get me their documents and said they couldn’t afford?” That’s what we’re going to talk about. I’m very excited that you’re here again. Thank you for being here with us.

Have a goal for yourself in how many people you’re going to reach out in a day. Click To Tweet

Thanks for having me back again.

Debra and I are going to share our personal stories. I grew TheAbundantAccountant.com and this whole coaching business for all of you from scratch. Every single person here is starting out from zero. If you’re in a corporate job and you’re thinking about starting your own firm, divorce a business partner and go out on your own, it’s terrifying and scary. How do you do that with no one in sight on how you’re going to generate that revenue? Debra, you have a great story that you want to share when you first got started because you started from ground zero too. You didn’t get ten clients delivered in your lap.

I wasn’t one of those blessed people. It’s a lot of hard work pulling yourself up by your bootstraps. Michelle, you said it so well. I came out of a corporate job. When I decided to leave my job, it was because I became a mom. Working the corporate hours on Wall Street, I used to be a trader. Going back to that wasn’t a possibility. It was like taking the leap. I equated to jumping off the Grand Canyon without a parachute from leaving corporate and then starting my own business. That’s the thing. You’ve got to hustle and bring in money, especially where I am. I’m on the outskirts of New York City.

In that area, you do have a dual income household that doesn’t work so much when there’s just one person pulling in the money. I knew I had to start bringing in some money. This is probably going back about several years ago. Social media was all the rage. Everybody was doing Facebook, talking about advertising and even Google Ads. Like a lot of your audience, I always had an aversion to social media. I didn’t grow up in that era where I really got it or understood it but here’s what I knew I could do.

This is how I got my first ten clients. First, I started networking. Networking is always great but I took it to the next level. You can give a small talk like 30 to 40 minutes on a topic that would be interesting. What’s so great about this industry being accountants and bookkeepers is that there are so many interesting things that you can bring to the table and talk about that business owners are interested in. I went ahead and utilize my local chamber of commerce.

It’s low hanging fruit. I went to my local one and then I went to other ones. I put together a brief talk. In my case, it was on finances. This was pre-Profit First but it was along the same lines. At the end, my call to action or my offer would be like, “If this speaks to you and you know that you want to deeper dive, I’m happy to offer a 30-minute free call. In order to get that, you sign up here on my little sheet.” I was doing this in person. What’s so great about this concept is that you can do it in person. Even though we’re coming out of the tail end of COVID, no matter what happens, you can always give an online talk.

If somebody invites you, give that talk, make your offer. You could do it in person as well. We’re starting to get back in person again. That’s the way I got my first ten paying clients. The other thing it did was it sharpened my chops when it came to doing a lot of sales conversations. Practicing, selling my own offering because even though I came out of Wall Street and sales trading, I had some sales background but I had to get used to selling myself, which was a whole other ball game.

AA 72 | Ideal Client

Ideal Client: At the end of your talk, in getting your ideal clients, make a specific call to action or an offer for a 15-30 minute free call and get people to sign up on your sheet, so you have a list of your leads.

 

That’s a whole other episode because everyone’s probably like, “Michelle, that’s the part that’s hard, selling myself. Debra, I have an aversion to social media. I hate it. I don’t have time to post. I’ve got stacks of paperwork in front of me that I have to get this work out the door. I have to do the work. How am I supposed to get new clients? You guys are crazy.”

You have the one-on-one model or the one-to-many model. That’s the model I decided to take on. When you decided, you would talk to a group, you make a simple call to action. It’s like an hour of your time. You’re reaching a lot of people in a short period of time. The interaction with people and answering questions, you can have fun with it. It’s not that drudgery of that, “Social media, I don’t know what to post, how to post, when to post and do all this stuff.” You just show up. You have a wonderful topic. You interact with people and answer their questions. You’re there to be in service. You lend your hand out and say, “If you would like more, feel free to schedule some complimentary time with me. Here’s how you do it.” That is how I catapulted my business early on to start driving some of that revenue.

I’ll share a story. When I started TheAbundantAccountant.com, and I started my eight-week Sales Mastery training, I said, “I can teach this. I can help everyone improve revenue, double sales. I know it’s possible.” I took ten CPAs, EAs, bookkeepers, Profit First professionals, a combination of everybody in a beta. I said, “If I can prove it with these ten, get stories and testimonials, it will grow.” I’ve helped over 100 in my small group classes. It is possible. All I did was ask for referrals. I had a handful of people. I said, “Do you have one person who would like to improve their sales conversations? Do you have one person you know who would like to double revenue instead of having stagnant revenue from year to year? Do you know anyone who thinks they are charging too cheap and keep discounting themselves?”

They want that confidence to charge their value and their worth finally. Put the past in the past. I got so many people. I got more than ten but I said, “I’m only going to do this for ten people.” I had one hour talks. I was 1 to 10 people every single week for about a ten-week period to prove my point. As a total, they generated over $80,000 in revenue. Most of them who are still around have doubled or tripled their revenue year over year. Having a small talk online or doing it in person like you did at the local chamber of commerce is the best way to attract the exact type of clients.

I have learned that people also pay with their time. If someone’s willing to give you an hour of their time, that’s probably one of the most important elements to look at as the type of clients that you want in your firm working with you. That can also segue, Debra, into before we can do a talk, how do I identify the exact type of client that we want to work with, especially if you don’t have that ideal star? We don’t have our starter player on our basketball team that we want to duplicate. What if we don’t have anybody? What did you do?

What I did was in identifying my ideal client, I went back to the industries that I knew and the types of people I worked with well. Going back to my own experience is that coming off of Wall Street, it was half financial, half technology. What I realized is that I was used to working with people in technology as well as finance. That started to paint the picture because I knew how these people operated, their thought processes but I also knew what their internal processes were as well. When I transitioned to my consulting practice, it was a nice way to go ahead and look at a market that I was familiar with. I knew the ins and outs. I knew the problems.

To get started in your business, you have to set a particular day of the week to dedicate to marketing. Click To Tweet

I went with what I was familiar with or what I like to call native knowledge. That’s where I started to mind some of my initial clients as well, in addition to doing the chamber of commerce but this started to shape the ideal client for me because I already had some confidence in knowing those industries better than maybe the construction industry, which I had no experience in or maybe the lawn care industry, which I had no familiarity with. What I like to say is to go with some native knowledge.

There’s another story of a colleague. Her father was a contractor. She grew up going around on all these jobs and everything else with her dad. On Saturday mornings, this is what they did. They scoped out jobs, which she did on the weekend with her dad. She became an accountant. Who do you think her ideal client wound up being? It was the construction industry because she knows the ins and outs. Using that native knowledge, you’re looking at the breadcrumbs of your life and picking them up. Where do you have experience? Where do you have rapport? That gives you a lot of confidence, number one and then number two, it gives you insight into some of the problems you can anticipate that market has. It lands nicely to know that you can solve those problems once you’ve identified that.

For every person reading, we have some breadcrumbs we can pick up from our past in our life. For me, right out of college, I worked at Moss Adams that’s an accounting firm. I saw all the CPAs. Everyone was complaining about sitting in a cubicle. I’m sure you felt this way ever in your corporate job, being overworked and underpaid. It got inside of me because fast forward, all I work with were accountants. I’m taking myself right back to where I ended my first and only real job I ever had after college at Moss Adams.

Isn’t it amazing how that works? It’s like history repeating itself but in a good way.

Maybe you could share a little bit more. You had the two industries that you were familiar with, finance and technology. Out of the first ten clients that you had other than the chamber of commerce, how did you pinpoint how you’re going to attract more technology clients or more finance clients? Where did you find them at? Were there any other little ideas up your sleeve for someone? I’ve met people going to conferences. It’s a little probably easier for me. It’s easy for everybody because if you’re in construction, there are construction conferences you could go to. I could go to QuickBooks Connect, profit con or specific industry events but for you, what did you do since you are a Profit First professional and you are doing this with clients for finance and technology?

At the time, I didn’t consider this social media. My go-to was always LinkedIn. I wasn’t posting on LinkedIn, doing videos or posting any content but it was a tool I could use to find out where some of my old colleagues were that maybe left the company. It was a direct way to find where did they go? What are they up to now? I ping them on LinkedIn and be like, “What’s up? It’s been a long time. Let’s catch up.” That’s a very normal course of action for people who used to work together. I utilized LinkedIn and looked at old colleagues or even former colleagues to have a chat with them, see what was going on in their industry, see if there was any opportunity.

A lot of these people left and started up their own companies. Therefore, Profit First and the financial coaching I was doing was going to be a fit. It was about having those conversations and then finding out what they were up to. If they weren’t going to be a fit, I would ask for introductions to other people that I found that they were connected to on LinkedIn. I use LinkedIn as a tool to reach out to old people. Not old people in age but former colleagues I worked with. That was step one.

AA 72 | Ideal Client

Ideal Client: In identifying your ideal client, you have to go back to the industries you knew and the types of people that you worked with.

 

Step two was mining LinkedIn and saying, “I see you’re connected with this person who was another business owner. What do you know about them? How close are you?” “We went to college together. That’s my wife’s sister-in-law.” “Could you give me an introduction?” It was so easy on LinkedIn for them to either make a phone call, even do an introduction over LinkedIn or at least I had a name that I could drop in inviting somebody to have a conversation. It does go back to a little bit of the sales techniques that I know that you teach, Michelle, and some of what I teach as well.

You want to be making connections all the time, trying to talk to as many people as you possibly can, sharing what’s going on in your services, understanding what’s going on with them but then also asking for another introduction if they’re not a fit. Seeing and planning ahead of time, what’s going to be your ask? “Can you introduce me to maybe the technology company that’s working your technology?” Maybe you could have a conversation with that CEO. Who are your vendors? Who are your colleagues? Doing a little bit of investigation and making that ask.

Seeing and planning ahead, in my world, that’s how you build your pipeline. That’s how you’ll have future referrals coming to you of the exact native knowledge type of clients and prospects that you’re looking to work with. For those who are not social media fans, I agree. LinkedIn is not so social media but you still have to spend time. How much time do you dedicate per day mining clients, connecting and building those relationships on LinkedIn?

I do it a little bit differently because I have gotten into the posting, the videos and things like that on LinkedIn. This was when I was looking for my clients and I know you teach as well, Michelle. It’s all about time blocking. The only way things get done is if you time block it. I would have a particular day in the week that I would dedicate to marketing. Tuesdays, that’s the days I would reserve for going out on LinkedIn all day long. I know that may be aggressive for some people but what if we can dial it back? I time blocked that day. What your readers can do is take one small step. Time block at least three days a week, Monday, Wednesday, Friday or Monday, Tuesday, Thursday. Whatever it is, pick three days and put 30 minutes on the calendar just to get started.

You don’t want to be like eating an elephant. It’s too big. You don’t want to go into that blocking off the whole day. Once again, I didn’t have clients at the time. I had the time to do it but if you’re servicing clients and you’re doing things but you want to make sure that you’re out there and you’re prospecting, 30 minutes a day is enough. If you’re doing it three days a week, think about it this way. There are five days in the business week. Three of the days is the majority of the time that you would be spending. Three versus two days. Three days a week, 30 minutes, at least get started there and then you can start dedicating more time to it. That pays a lot of dividends just to get started.

Pretend you’re going back in time. You time block 30 minutes. Let’s say we’re going Monday, Wednesday, Friday. What would you do to maximize your efforts with the smallest amount of input? How would you connect with that ideal person that you want to target? Let’s say for your example, you had two niches, finance and technology. Besides going back to old colleagues that you worked with in corporate, what other ways would you recommend investing those 30 minutes to get the maximum output?

If you want your business to grow, go with the native knowledge you already have. Click To Tweet

What’s great about LinkedIn is the search capability. The next question I get is, “Do you to have the paid version?” No. You don’t have to pay anything. If you’re on LinkedIn, anybody can do this. If you go up to the search and you type in the title, plus the industry, it will go ahead. LinkedIn will bring to you the list of people that you’re either connected with or that are second level connections, meaning that you have a connection in between with them. LinkedIn is one of those things. It’s like a little Magic 8-Ball. Ask it a question and it will give you an answer. This is supercharged and it’s going to give you a ton of results.

That’s what I would do. Sift through and be like, “I know this person. Let me do a little outreach. They’re friends with this person.” It starts giving you and building that momentum to keep reaching out to people. I would have a goal for myself. In 30 minutes, you can reach out to 20, 25 people at the very least. You have to figure, if you’re reaching out to 25 people, three days a week for 30 minutes, that’s 75 people a week. Those numbers start adding up. It’s 75 times 4 weeks in the month. I can’t do math in my head. I have to have a calculator.

What would you say in your connection message? Here on the show, I like to make it simple. We’re giving you simple steps and things you can take action on. We’ll even write your message for you. I’ll share what I think you should say and then you’re going to get a version from Debra. What would you put in the message that you would send to somebody? They get inundated with messages. I get so many messages on LinkedIn every day.

Here’s what I tend to do. First of all, if I know them, it’s like, “It’s been so long. We should catch up. Let me know when you have 30 minutes this week to put on the calendar.” It’s a real quick, “It’s great to see you here. I hope the family is well. This is something personal. It’s been ages. Let’s connect.” Don’t leave it just there. Make it specific. “Let’s connect for 30 or 15 minutes this week or next week.” Make it very specific so they can get back to with like, “It’s been ages. How about Thursday at 1:30? I’ll call you then.” It’s having a specific call to action and not leaving it open-ended. I try to get very specific on that. That’s step one.

For people I don’t know, the first step is making a connection request. When I connect, the message I put is, “I see we’re both connected to.” I always try to drop a name or something that’s going to be familiar to that person so that I can connect with them and then start messaging them. That’s the first part of it. The second part of it is that I tell them that I tend to share helpful content with people in my community. “What topics are of interest to you when it comes to a profitable business?” I get very specific with the messaging and I use it as a polling place. I can say, “What’s going to be interesting to you?” I start the conversation that way. What is it that you do, Michelle?

I haven’t done the LinkedIn thing in a very long time. I’m going to admit that. You’re inspiring me to do this Monday, Wednesday, Friday thing 30 minutes. With all the readers, you might see me more on LinkedIn because of those conversations. In January 2020, I took an in-person course with The Black Swan Group, with Chris Voss and his son, Brandon Voss. I’m telling you. Some of the content in the blogs that he has too are phenomenal. When you’re cold reaching out or coming out of left field on LinkedIn with an old colleague or a connection, you had a first degree connection. Starting out, what Chris calls them are accusation audits.

AA 72 | Ideal Client

Ideal Client: Use LinkedIn as a tool. Have conversations with previous colleagues and then find out if they are going to be a fit.

 

You can put the other person at ease, acknowledging that they’re busy. You could say, “I know you’re busy. I imagine you probably don’t have time to read your 100 LinkedIn messages that are just sitting in your inbox but here I am.” You could say something along those lines and then the call to action is you could say, “Would it be impossible for us to spend twenty minutes on the phone or Zoom to catch up or share some helpful content?” Don’t put those words. It depends on what your service is.

If it’s tax planning, maybe let’s say you’re still in 2021, “How can you keep more money in your pockets before the end of 2021 so you don’t have to write big checks to IRS in 2022?” Something like that could be the call to action. Diffusing their annoyingness with all the messages on LinkedIn is probably a good idea. That’s what I think I’m going to say.

You hit the nail on the head with that. If there’s anybody out there doing tax planning, I hear this all day long. “I made so much money in 2020. I want to pay all these taxes.” A lot of people are feeling the pain. It’s as simple as that. If you’re reading this, reread it and do exactly what Michelle told you to do.

Combine what I shared plus what Debra shared and put together a template. I’m going to guess, Debra. I miss efficiency. I’m going to copy and paste. I’ll have a few different various canned messages and then I’ll customize them as I’m inside LinkedIn to personalize that but the bulk of it, I already had written. It’s already done. I don’t have to reinvent the wheel every single time.

I love to cut and paste. That is such a great tip to have it ready. There’s nothing wrong in being direct, to be like, “Did you come out of last tax year making a bunch of money and then all went to the IRS with regards to the tax planning?” There are strategies that people aren’t talking about. “If that’s something of interest to you here, I’m happy to spend twenty minutes with you. Here’s my link.” You can keep doing that. It doesn’t matter. People will either say, “No, thank you.” You will get consultations that way. It’s not difficult. You just have to do it.

Doing its part is the hard part for it, myself and everyone reading. We want to get the actual work done. We have the compliance work, bookkeeping and Profit First coaching meetings. We have the actual work stuff but what we’re talking about is how are you going to get more clients in your sphere, the right ones, the quality ones that will pay you top dollar for doing the work so then you don’t have to work with as many people and feel like you’re bogged down, suffocating in a bottle, about to get that drowning feeling? You’re in the water. You can’t even get your head above water and catch a breath.

Debra, is there anything else that you want to share as far as finding these clients coming up with unique ways, the chamber of commerce and LinkedIn? Finding more of these clients than identifying those characteristics of the ideal client so when you’re on LinkedIn, you know that you’re reaching out to the right person and you’re not wasting your time.

When you start talking to potential clients, it doesn't matter if they reject or accept your offer. You will get consultations that way. Click To Tweet

Michelle, this community is so big on referrals. Getting those referral relationships are great. It is a double-edged sword. If you haven’t gotten your first couple of clients, teaming up with a CPA or somebody else that does similar services but not the same services is a great way to get people coming your way with word of mouth. Word of mouth carries a lot of weight but here’s one thing that tends to happen. Sometimes your referral source will start sending referrals to you but they’re not great people and your ideal clients. A lot of times, at first blush, it’s a matter of saying, “I want to drop that referral source.” Somebody told me this ages ago, “Why does it work wonders?”

If you go back to your referral source and tell them what type of client you’re looking for, that changes the game and the referrals that you get. For example, instead of them sending you general referrals, you want to be more specific and have that conversation to be like, “John, thank you so much for the referrals. Let me go ahead and share with you what an ideal client is that gets the best results when I work with them.” You can list out the parameters, whether it’s the size of company, number of employees, the types of problems that they have or whatever it is. The more specific you can get, share that with your referral sources and watch that flipped. Better people are coming your way, which equates to your ideal clients.

This is a very funny story. It’s so timely. One of my students, which we’ll call Bobbie Joe, was getting a ton of referrals from two people. She specializes in very high level international tax like saving companies with US entities, $50,000 for not making the paperwork mistakes, massive opportunities. She kept getting the wrong referrals. I said, “This is the exact same thing. You have to go back to her and give her your elevator pitch but in bullet point format.” The people referring people to you, we need it simple. I work with accountants typically who have been in business at least for two years who have had sales conversations, keep stumbling, have no follow up process, have accounts receivable out the wazoo, don’t believe that they can collect that money back and never have AR again. Bullet point it out.

That’s what I recommended to Bobbie Joe. She’s starting to get the exact types of clients she wants because the person had no idea. It has to be, “The business in the US is doing at least $500,000 in revenue. They have maybe export-import situation challenges.” Listing it out but also listing out the challenges that typically your ideal clients have because they’ll be able to remember those. The people that come to your referral sources are typically bitching about the problems that they have. That’s what they’re going to remember. Maybe they’ll remember sales, how many employees they have but what I promise you they will remember are the challenges that those people are having.

That’s where the pain point is. It’s easier to remember the challenges.

That was lovely, Debra. Thank you so much for being here with us again on the show. It’s always fun and an honor to have you. Is there anything else that we left out, any last words or tips that you came up with because you have some really good ones?

We pretty much covered most of them. The one last thing that we could probably point out and I know you teach this as well, Michelle, is that it’s the concept of like attracts like. If you look at your own core values, you put those out there and identifying that for yourself, you can start attracting the same type of people who hold the same values. That’s another way to start weeding out people who are going to be a good fit for you to work with. Mike Michalowicz talks about this. He calls them the immutable laws of your life and your business. It’s another way to be able to attract those people that you want to be working with seven days a week, 365.

On my coaching calls and in my classes, I could do that probably 8 hours a day, 5 days a week and be completely content.

AA 72 | Ideal Client

Ideal Client: If you look at your core values and identify that for yourself, you can start attracting the same type of people who hold the same values.

 

It’s hanging around the people that you love.

Doing this work, spending the time on LinkedIn and investing the hour and a half a week to connect with 75 potential great non-Pitta clients, sounds like a good ROI. Follow the steps of what you read. Thank you again, Debra, for being here as always. It’s an honor to have you.

Thanks so much, Michelle.

What an amazing episode with Debra. I want to focus a little bit more on what to tell your referral partners. I know each of us relies so much on referrals but it’s our job to make sure we tell the people exactly who we’re looking for. When I was talking about pain points, I want to give you some tangible examples. If you’re an accountant, a CPA, EA and you’re working in tax planning, you could create a bullet point list of some ideas something like this that you want to help people stop feeling overwhelmed and powerless about throwing their money away in the trash by paying too much in taxes because that would trigger something for your person who’s sending you referrals. They would be like, “I heard Susie complain about that a week ago.”

Another thing that you could put on there would be, “I help clients remove high interest debt and they don’t believe that they can go on a long overdue vacation from just the debt and high interest that they’ve been paying. if you eliminate that, it could pay for your vacation.” That would be a good one. What about, “Also reduce their tax bill. They don’t feel clueless anymore on how to take advantage of the IRS code to benefit their business or their retirement?” That could be another bullet point. What about, “I help people figure out how to use the money in their business to not only make more money so they can buy a house, save for retirement, retire early, plan a trip and travel every single year without bringing your laptop on the trip?” That might be something helpful to share with a referring partner.

A couple of other examples is that you help abolish the overwhelming feelings that the US tax system has on taxpayers. That could be a good one. What about, “Eliminate the struggle about the tax structure.” You could even say, “Eliminate the complexity and the struggle about their tax structure.” One last idea before I say goodbye, you could say that you help simplify tax issues that find themselves eating at family businesses in the US or you simplify tax issues and strategies that find themselves eating at those who have a business in the US or maybe even on the international side.

Those are some examples of the pain points that you would want to put in your bullet point email to the person who’s sending you referrals. I wanted to share that with you. If you’re looking for a done for you CRM sales management tool that has nothing to do with the tax software or your internal software, this would be the front end process that’s already done for you, where you want to create the know, like and trust factor and establish real relationships a lot faster to convert them to high paying clients, then this app is for you.

If you want to improve your value and confidence by having this done for your bulletproof system that’s built because I wrote everything in it, then this app is for you. You can start your fourteen day trial at TheAbundantAccountant.com/app. This will have you stop wasting hours in your day so you can feel accomplished having a firm full of loyal, high-paying clients who appreciate you and having a double bulletproof follow up sequence in place. You don’t even need to read, write the emails.

You can just send what I’ve programmed in and there will be an email that goes out to your future clients once a month for 24 months, if that’s what you choose. You get to try it for two weeks. There are no contracts to sign. You can cancel it at any time if you change your mind but I’m pretty sure that this will bring you at least 1 or 2 clients that you’ve never had before. It should pay for itself. I’ll see you all in the next episode.

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About Debra Angilletta

AA 72 | Ideal ClientDebra works with Accountants + Bookkeepers who want clients to see their value, charge more for their services, but are struggling with sales calls. “Sales Mastery” is her personal (and proven!) online e-course that shows you how to become more consultative so that you can become the go-to expert and get the right clients to easily say “YES” to your offer. Spending the last 30 years in the sales trenches having over 20,000 sales calls, she knows EXACTLY what works (and what doesn’t!) when it comes to showing your value vs talking about it. Debra is still active in the sales trenches – closing business for her company as well as other multi-million dollar companies to include Profit First Professionals and Nemo Media Group.

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