Have you ever wondered how you can have successful sales conversations with prospects and current clients? Get all of MY juicy tips on this episode on The Abundant Accountant Podcast!
Dominique Molina has long been passionate about helping small businesses pay less tax. Unlike other CPAs, her practice, beyond annual tax return preparation, also emphasizes proactive tax planning strategies to help small businesses leverage the tax laws in the same way that large corporations and the wealthy do. Unsatisfied with bringing her tax-savings approach only to clients her own practice could reach, she created a company that trains and certifies CPAs to develop special expertise in tax planning in accordance with her own high standards for advisory excellence and tax reduction goals. The result is a growing network of CPAs who are successfully reaching some 90,000 small businesses throughout the country.
Molina’s mission to save clients from overpaying their taxes led in 2009 to her founding The American Institute of Certified Tax Planners (AICTP), a company she presides over as CEO. Certified Tax Planners are a leading group of tax professionals who are specially trained in the art of long term, proactive tax planning. AICTP trains and certifies CPAs to develop special expertise in tax planning, and it provides ongoing education, information, and other resources for accountants, advisors, and small business owners. Molina and the company provide a valuable service to the small business community, because AICTP member CPAs, as proactive tax planners, are advising their business owner clients throughout the year on strategies to minimize their annual tax liability by putting tax laws to work for them. By capitalizing on the wealth of tax-saving resources in the U.S. tax code, she and they are helping small businesses pay less tax in April, and retain more revenues for growth.
If you’re ready to be THE BEST at sales conversations, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
This episode is sponsored by Terra Optima!
Terra Optima provides tax efficient real estate strategies for small to mid-size accounting firms and have become a proven resource to help grow the high net worth client base for firms all over the country. They possess a wealth of resources in the conservation space, as well as tools to add to your success in assembling and presenting tax plans attractive to your clients. Whether it’s to manage a personal land conservation project for your client, or to participate in a “best in class” real estate project that could have a conservation outcome, make them a part of your resource team today. Learn more at www.Terra-Optima.com.
Here are a few key secrets we talked about in this episode:
- Dominique Molina introduces Michelle, the Pitch Queen, and her business.
- Every time you talk to a client, it’s a sales conversation!
- The more powerful your sales communication is, the more people you will be able to help.
- A sales conversation can be powerful because it helps educate people. People don’t know what they don’t know! You help them move past their own blocks to help them know what is good for them.
- When you care about a client, it impacts your attitude and you’ll be able to serve them effectively.
- Bring your full self and full ability to serve in every sales conversation.
- Listen to your clients! Keep your gallon of water, your green juice, or your coffee pot close! Take a good sized gulp all throughout the meeting. When you’re gulping, you aren’t talking!
- Use the 80/20 rule: you should be listening 80% of the time, and talking 20% of the time.
- Take notes while you’re meeting with clients. Tell them that you’re making sure to note what is important to them.
- Those notes will help you know what is important to your clients; the words that they say, and their goals.
- Use your notes to connect their goals with the meaning of future actions: “We’re going to do A, B, and C so that you can accomplish these goals…”
- Make an agenda for client meetings so that they can relax and listen, and not be waiting for your pitch.
- Remember, your client meetings are interviews to see if YOU want to work with them. You get to flip the script!
- The mindset you bring to client meetings is important. Don’t schedule meetings around major deadlines (e.g., during tax season, around March 15th, or April 15th, or when you’re under a lot of pressure). Your mood will impact that new client relationship.
- When meeting with a client, most of the time, you sit across from each other. Imagine yourself sitting next to them and go through the experience with them! Put yourself in their shoes, and empathize with them.
- Keep it real! Clients can sense anything that’s fake or inauthentic (like “I understand this can be shocking….”). If you don’t truly empathize, don’t say that you do.
- If you come across as deceptive in any way, it unravels any trust that you have with your client.
- When you develop the skill to have good sales conversations, it will change your business!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Certified Tax Coach website
- Dominique’s Facebook page
- Join us on Facebook
- Follow Michelle on LinkedIn
P.P.S. If you are an accounting professional who worries about where your next client may come from, or even struggling with inconsistent cash flow not during tax season then head on over to 5stepstoabundance.com to get my simple 5-step process accountants use to go from “waiting around for the busy season” to closing high-level clients who are happy to pay the fees you deserve and who actually appreciate the work you do for them!