Your Kids Are Teaching You Sales Strategies
Your kids are teaching more about selling than you realize.
In our house, it sounds like this:
“Do you want an apple or strawberries on your plate?”
NOT “Do you want fruit?”
“Do you want to take a shower before dinner or after dinner?”
NOT “Do you want to take a shower?”
“I laid out 3 outfits for you to choose from”
NOT “What do you want to wear?”
In each scenario, I’m giving a choice. Because given the option:
He doesn’t want fruit
He doesn’t want to shower
She’ll be paralyzed by too many choices in her closet
Decades after childhood, our brains haven’t changed - and neither have your prospective clients’ brains.
When we flip this to prospective client scenarios, you can begin asking “how” the prospect wants to work with you, not “if” they want to work with you.
They’ve already answered “if” they want to work with you by booking a call with you. Now you’re helping them decide “how” to work with you.
If you’ve decided that working with that client would be a good thing (just like I’ve decided fruit, showers, and wearing clothes are good for my kids), now you’re just helping the decision process be easier on everyone.
Here are a few examples of what the “how” we could work together might look like…
Bookkeeping services:
$700/mo - Month-end close w/ custom reporting + Loom video
$600/mo - Month-end close w/ custom reporting
$400/mo -Basic month-end close w/ QBO or Xero reports
Tax services:
$600/mo - Tax prep + mid year meeting + bookkeeping
$1,200 - Tax prep + mid year meeting
$800 - Tax return preparation
CFO services:
$3,500/mo Custom reporting + weekly meeting + forecasting
$2,000/mo - Custom reporting + monthly meeting + forecasting
$1,200/mo - Custom reporting + monthly meeting
The options are endless. What’s important for your firm is that you have 2-3 offers (and no more) that you want to provide and your ideal client finds extremely helpful.
Then, just like your kids, the question stops being “if” you’re going to work together, but “how” we’re going to work together.
Less temper tantrums this way. ;o)
Cheers,
Erica
PS - Will you be at Bridging the Gap next week? We’re gathering a group to eat breakfast together on Tuesday morning. Hit reply if you’d like to join! All are welcome.
What’s Happening in Aligned
TODAY!!! MeetUp: Marketing Funnels with Erica: Wed, July 16th - 11am MST
Aligned Speed Networking: Tue, Aug 12 - 10am MST
MeetUp: Sales Strategy with The Sales Maven: Wed, Aug 20th - 11am MST
Forecasting Basics in Excel: Available on demand
Time Tracking Q&A with Erica: Recording now available
Question of the Week: What marketing strategy is working for you right now?
Current Discussions on: Client referral gifts, CFO pricing questions, cheers for an Aligned member closing her first CFO client!, industry benchmarking, Bridging the Gap, and much more!
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