117. How To Sell To Accountants

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Paul

  • Demo’s not lectures. I don’t want to hear your views on timesheets, how I bill my clients, etc. I want to see the product and what it does.

  • Practice your pitch(s). “It does everything” - NO, “it’s for every client” - NO. What’s the problem it solves, how does it solve it and what do the results look like. Pick 3

  • You don’t need to show everything the system does. People won’t remember the lot, so just impress them with 1-2 big things. Find the problem it solves for the person/people you are addressing. Are they new to cloud, established, etc.

  • Swag - useful not plastic

David

  • Ask me about my business first and change your pitch depending on the answer

  • If you aren’t experienced, don’t try to close

  • Try to start a relationship, accountants are slow buyers

About Us

From the Trenches is brought to you by Paul Meissner from Freedom Mentoring and David Boyar from Sequel CFO. Proudly sponsored by BGL and The Outsourced Accountant.