Show notes
011 | How to Identify Clients That are Ready to Hire You NOW
Is your firm full of clients, you're working 12-hr days and you're barely making ends meet?
Turning away business is probably one of the most difficult things you will ever do as an accountant. You know you have rent and employees to pay, so taking on everyone that walks through the door seems like the right thing to do. That couldn't be further from the truth!
I have a student; his name is Scott. I spoke with him about my 8-week accounting class about three or four months ago. At that time Scott didn't have the time to take my course, but I didn't know this immediately, I had to dig.
I started asking Scott questions like, "I only work with people who are willing to take out five to seven hours per week, every single week, for an 8-week period. I want people who will do the homework, and actually implement the sales process in their accounting firm. Are you willing to do this?"
He answered me honestly and told me that at that moment he didn't have the time to dedicate to my class. About six or seven weeks ago, Scott reached back out and let me know that he was now ready to make the time commitment and invest in himself.
Let's be honest, none of us actually have the time to commit to something like this. We have to carve out time for what's important to us. And, since Scott wanted to generate an additional $100k in revenue, he knew he needed to make the time.
I'm really happy and proud to share that just last week Scott closed $25K in business. All because he decided he was ready to invest time and money in himself.
However, if I hadn't done my due diligence and determined that Scott wasn't an ideal client in the beginning, he may have joined the course, not done the work and wasted my time and his own.
In this episode, Ross Jeffries joins me to share his best tips on how and why it's so important to identify your dreams clients, before you start working with just anyone.
It probably feels incredible to have bunch of potential clients just dying to work with you, but if you don't take the time to actually identify their problems and how you can help them, and find out whether they're willing to invest in themselves, you're wasting your time. And, as we all know, time is precious and not something we can ever get back.
Stop wasting your time on people who say they're interested, but aren't really ready to invest!
If you're ready to identify your ideal clients and put a stop to your 12-hr days, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
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Special thanks goes out to Ross Jeffries for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!
PS. If you're like many accountants we work with, you may feel like you're on the cashflow rollercoaster.
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You'll be able to connect with high-level clients & business owners that you want to work with; communicate your value, collect higher fees with confidence and be paid what you're worth so you can work less and make more money. Click here to sign-up for the Abundant Accountant Masterclass!
Here are a few key secrets we talked about in this episode:
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Michelle introduces Ross Jeffries.
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Michelle introduces the topic and how it affected her in the mortgage business.
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"Time is the one thing you don't get any more of. You can always make more money but you could never get more time." ~ Ross Jeffries on why it's so important to qualify your leads.
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Not everyone is ready to work with you right now, and if you work with people who aren't ideal clients, your quality of work will decline.
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Ross shares the top three ways to qualify leads that won't waste your time.
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It is so important to share your expectations with your accounting client right from the start, and ensure that they are willing to work with those expectations. The ONLY correct answer is an "Absolutely YES" from any client.
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The more you say NO to working with an unqualified client, the more you increase your sense of worth.
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The more you are yourself, the more you'll attract the accounting clients you desire, because like attracts like.
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Michelle shares some questions you can ask yourself in order to determine WHO your ideal clients are.
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Scott, a student of Michelle's, acts as a perfect example of how Michelle knows when someone will be an ideal student.
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"The money is made in the follow-up." ~ Ross Jeffries
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50% of accountants do not follow-up with their prospects. Michelle is on a mission to help you change this!
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Ross shares three ways that he can tell whether someone will be or WON'T be an ideal client.
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Michelle shares this brilliant qualifying question, "I work with people who want to make strategic decisions, are committed to changing what they have been doing year after year, and are ready to act now to make a change. Is that you? Can I count on you for that?"
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Curious how to know when you should turn a prospect away? In this episode, Ross shares three ways to know if you should turn a prospect away.
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Michelle closes out the episode.
Learn More & Connect With Me Here!
PS. If you're like many accountants we work with, you may feel like you're on the cashflow rollercoaster.
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You'll be able to connect with high-level clients & business owners that you want to work with; communicate your value, collect higher fees with confidence and be paid what you're worth so you can work less and make more money. Click here to sign-up for the Abundant Accountant Masterclass!
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