Becoming a Cherished Advisor: The Simple Sales Process

Author: Amy Vetter

Are you unable to keep up with your client advisory leads, or where you are in the sales process with potential or current clients? Many of us begin selling to prospective clients organically without a foundation to create a long-term advisory relationship and ensure we bring the right clients to our practice. The success of a new advisory client relationship starts from the discovery phase through onboarding.

In reality, the sales process never ends; it is an ongoing relationship that you grow over time to create a long-lasting, prosperous client relationship. Breaking down your sales process and setting up the proper foundation can not only help you work with the clients you want, but it can also help you avoid taking on clients that are not a good fit. In addition, by setting up the right level of automation and back-end processes, you can generate more revenue with the clients you already know and love before bringing on new clients.

Publication Date: June 2022

Designed For
Bookkeepers, All CPAs from small to large firms, including sole practitioners and firm leaders.

Topics Covered

• The Sale Process
• Identifying your Value Proposition
• Identifying your Ideal Client
• Marketing
• Tracking Marketing Success
• Sales
• Discovery of Needs: Open Ended Questions
• The Key to Effective Presentations
• Set Up the Relationship
• Build the Relationship
• Net Promoter Score
• Tell the Story Behind the Numbers
• Maintaining an Ongoing Relationship

Learning Objectives

• Recognize how to evaluate and understand the collaborative selling model to create value for your potential clients and set yourself up for a successful long-term business relationship
• Recognize how to list and apply the five-step Simple Sales Process so that you have a framework to create a sales strategy of your own from the Discovery to the Deepening Existing Client Relationships phase
• Identify and develop a discovery process to truly get to know a potential prospect not only to allow them to learn more about you but also to equally assess whether they are a good fit for your practice
• Identify the ideal client
• Recognize the marketing strategy fundamental goal
• Identify the most important part of the sales process
• Describe how client objections based on timing can be dealt with
• Describe a soft skill

Level
Basic

Instructional Method
Self-Study

NASBA Field of Study
Business Management & Organization (2 hours)

Program Prerequisites
None

Advance Preparation
None