20 min
Episode 45: Your practice sales playbook - the best way to convert new clients every time The Wize Guys
-
- Management
Episode 45: Your practice sales playbook - the best way to convert new clients every time
"It’s 20 times harder to find a new client than to keep existing ones.”- Jamie Johns
In this episode of The Wize Guys Podcast, Ed Chan, and Jamie Johns, with Wize Mentor, Kristy Fairbairn discussed that leads take a long time to convert, and once they do make sure you have a good policy in place. They also talked about how important it is that you are at the “top of your client's mind” and the speed at which you get back to the client.
#wizementoring #leadgeneration #salesprocess
Timestamps:
0:00 – Intro
0:35 – Reasons why its 20 times harder to find a new client than to keep existing ones
1:48 – Understanding the concept of LAPS steps
2:43 – The importance of documenting the sales process
3:05 – The impact of Wize’s philosophy in running an accounting or bookkeeping firm
4:12 – Ed Chan on “You cannot make a client change Accountant, but you can be top of mind when they eventually decide to change.” -- How important is being at the “top of their minds” and the speed at which you get back to the client?
5:03 – Marketing VS Sales
7:53 – How to build a prospect/lead database
9:16 – Best practices for lead conversion
10:17 – How to utilize technology in sending business proposals
10:57 – TIP: Do your presentation face-to-face with you clients
11:38 – The NEW trend of having face-to-face meetings with clients
13:07 – How to identify your firm’s Unique Selling Proposition (USP)
14:31 – How to take action
18:10 – CRM suggestions to start implementing in your firm
Quotations:
“If you follow the process, you'll get the best results. ” - Jamie Johns
GET IN TOUCH!
Website: www.wizementoring.com
Facebook: https://www.facebook.com/wizementoring/
Twitter: https://twitter.com/wizementoring
Linkedin: https://www.linkedin.com/company/wizementoring/
Instagram: https://www.instagram.com/wize.guys/?hl=en
Email: support@wizementoring.com
Download the full transcript here.
________________
PS: Whenever you’re ready… here are the fastest 3 ways we can help you transform your accounting/bookkeeping practice:
1. Join 40,000+ subscribers to our transformation Friday tips – Every Friday, our Wize Mentor and Thought Leader of the Year, Ed Chan will send one actionable insight from his experience of building a $20 million accounting firm that still runs without him – Subscribe here
2. Download one of our famous Wize Accountants Growth Playbooks – Our FREE Playbooks on how to build and scale your firm are more valuable than most PAID business coaching programs! See for yourself – Download here
3. Join the waiting list for a free login to the world's best accounting business intelligence software for scaling your firm. Take a look at the app we use to build our own $10million firm in just 7-hours a week – Get a FREE login here
Episode 45: Your practice sales playbook - the best way to convert new clients every time
"It’s 20 times harder to find a new client than to keep existing ones.”- Jamie Johns
In this episode of The Wize Guys Podcast, Ed Chan, and Jamie Johns, with Wize Mentor, Kristy Fairbairn discussed that leads take a long time to convert, and once they do make sure you have a good policy in place. They also talked about how important it is that you are at the “top of your client's mind” and the speed at which you get back to the client.
#wizementoring #leadgeneration #salesprocess
Timestamps:
0:00 – Intro
0:35 – Reasons why its 20 times harder to find a new client than to keep existing ones
1:48 – Understanding the concept of LAPS steps
2:43 – The importance of documenting the sales process
3:05 – The impact of Wize’s philosophy in running an accounting or bookkeeping firm
4:12 – Ed Chan on “You cannot make a client change Accountant, but you can be top of mind when they eventually decide to change.” -- How important is being at the “top of their minds” and the speed at which you get back to the client?
5:03 – Marketing VS Sales
7:53 – How to build a prospect/lead database
9:16 – Best practices for lead conversion
10:17 – How to utilize technology in sending business proposals
10:57 – TIP: Do your presentation face-to-face with you clients
11:38 – The NEW trend of having face-to-face meetings with clients
13:07 – How to identify your firm’s Unique Selling Proposition (USP)
14:31 – How to take action
18:10 – CRM suggestions to start implementing in your firm
Quotations:
“If you follow the process, you'll get the best results. ” - Jamie Johns
GET IN TOUCH!
Website: www.wizementoring.com
Facebook: https://www.facebook.com/wizementoring/
Twitter: https://twitter.com/wizementoring
Linkedin: https://www.linkedin.com/company/wizementoring/
Instagram: https://www.instagram.com/wize.guys/?hl=en
Email: support@wizementoring.com
Download the full transcript here.
________________
PS: Whenever you’re ready… here are the fastest 3 ways we can help you transform your accounting/bookkeeping practice:
1. Join 40,000+ subscribers to our transformation Friday tips – Every Friday, our Wize Mentor and Thought Leader of the Year, Ed Chan will send one actionable insight from his experience of building a $20 million accounting firm that still runs without him – Subscribe here
2. Download one of our famous Wize Accountants Growth Playbooks – Our FREE Playbooks on how to build and scale your firm are more valuable than most PAID business coaching programs! See for yourself – Download here
3. Join the waiting list for a free login to the world's best accounting business intelligence software for scaling your firm. Take a look at the app we use to build our own $10million firm in just 7-hours a week – Get a FREE login here
20 min