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Why Didn’t They Buy Part 4 – Struggling to Close the Deal

BONUS: “Why Didn’t They Buy Part 4 – Struggling to Close the Deal”

In today’s bonus episode, we focus on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

This time we tackle ghosting and the radio silence that comes from weak or no follow up on your propositions and proposals.

Key takeaways from this episode include:

✓ the trap accountants fall into in thinking that a prospect situation is a ‘done deal’

✓ how ‘not wanting to pester or be a nuisance prevents some accountants from following up a new business opportunity

✓ the various reasons potential clients give for not responding to follow up calls and proposals from accountants

✓ the uncertainty of ‘death valley’ between accountant and prospect where neither party knows what should happen next

✓ a simple fix and guiding principle that accountants and CPAs should follow to guarantee potential new clients should never slip away

✓ what pushback from a business prospect on fixing a further meeting really means to the accountant trying to win their business

✓ exactly what accountants could say in nailing down best next steps with a promising prospect

✓ how accountants should handle the prospect that just wants a proposal and a price

✓ the rationale behind giving the prospect some control of the sales process when an accountant is selling

✓ how accountants get things wrong at the end of a prospect meeting which increases the chances that the deal will stall

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus ‘from the client’s perspective’ episode on Saturdays . On Sundays, listeners get a short min trailer for the coming week’s episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical ‘here’s what works’ tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show’s 18000+ unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.