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Visionary has a booth at the AICPA / Association for Accounting Practitioners Symposium and TECH+ Conference June 10th to June 13th.

We specialize in a comprehensive growth strategy for accounting firms that encompasses lead development, niche creation or expansion, identification and closure of firms to acquire or merge, as well as image refinement; websites, literature and email strategies. Our firm does not just design a plan we implement it for you by making the calls to the CFO, Controllers and other executives you are targeting. We help coach your professionals on how to handle leads that are developed, which creates a sales culture and defined sales strategies for firms.

Come see our show handout. It’s different.

When most people hear a prospect wants a fee quote, they think the prospect is shopping and wants a low-ball provider. There’s some truth to that, but here’s what you should be hearing when they mention fees. “Great, this means they are probably having service issues or a relationship break or change has occurred and they are now in the process of seeing what someone else can offer.”

Don’t think negatively when fees are brought up. This is the single greatest buying sign in the world. 99 out of 100 prospects do not want a fee quote. They want to make a change. The fee quote is just to see how crazy in or out of line you will be based on what they have been paying. If you think it’s a $20,000 opportunity and the prospect is paying $10,000 now, then either you mispriced the opportunity, the prospect is getting something at a great deal, or the prospect and you are not on the same page as to exactly what needs to be purchased. I’d rather know immediately that …

When selling, most people take one of two paths. They either are conservative in their approach; less aggressive, more passive. Or they take a more aggressive approach; showing greater passion, exerting a greater amount of control and being more active. The safest route to take is the conservative one. It’s less intimidating and typically the rejection is not as immediate because of the conservative approach. The passionate approach is more dangerous because you run the risk of getting an immediate rejection, which most people don’t like to have happen to them, but there is more upside to the passionate approach than downside.

This is where the fiery ball of success or failure comes into play. By being too conservative in your approach and not asking for the business, you can lose the opportunity to overcome the perceived obstacle that the prospect may have in their mind. If you take the passionate route and ask how we can begin working together, you can begin to flush out the obstacles. Is price an issue? Is the service or product not a good …

Typically, a small percentage of partners and staff bring in the majority of the new business. A lot of people in the firm bring in some business, but every firm has the one main rainmaker or a few others that keep the new influx of revenue flowing. Losing them can be a crippling blow and firms have been trying to figure out for decades how to teach others to bring in more business.

Most sales professionals understand the reason why this occurs. It’s the eagle versus the farmer principle. Every business has the eagle. If they are lucky, they have a few. The eagles fly and soar high. They knock down doors, say the right things and live for the kill. They thrive on winning and get their most professional enjoyment selling the really hard prospect. The one that tried to get away, but the eagle reeled them back in.

The farmers are the professionals in the firm that work best servicing the client. They are often the technicians who get the tax returns done, the audit out the door …

I have to start this by saying I do not condone it, but this is a real pitch that was used on me. And, as I tell this story, I have confirmation of it from other “guys” (you need to say it like “guiz”) that it has been used on them. Keep in mind, I did buy from this store and bought on the spot. Buying on the spot is key to this technique from what I can understand.

Here’s the set up. First, you need to go into the store without your wife, significant other or probably any female. Lack of a female being present is key to this selling technique. Second, you need to be approached by a male employee. I am pretty sure the “I’m a guy, you’re a guy” pitch is not used by female sales staff. Third, after the introductory banter by the sales rep is finished and you appear to express real interest, they will ask you the key question “are you going to buy today?” If you answer “yes” like I did, then …