session 15 how to sell your services without the pitch

#AICPA_EDGE

Session 15How to Sell Your Services Without the PitchAugust 6, 2015 – 3:35 – 4:25pmJason Deshayes, CPA, CGMA

HOWDY, Y’ALLMy name is Jason

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Partner with Butler and Company CPAs, PC2010 AICPA Leadership Academy gradBeen in practice since 2003Wife, one son and one on the waySeahawks fan well before they won (and lost) the Super BowlStarted doing acrylic paintingUsed to host a radio showJust got back from Malawiin Africa on a church missiontrip

A little about me…

THE GAME PLANWhat are we trying to do here?

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Selling versus networkingRainmaking for Non-RainmakersWork Your AgeBuilding your Personal Brand

The Game Plan

WHAT DOES IT MEAN TO SELL?

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How we perhaps think…

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“Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.”

Brian Tracy

“Stop selling. Start helping.”

Zig Ziglar

Some sage words

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Somewhat intimidating having to sell anything

A lot easier to talk about how you help people and solve their problems

Traditionally, rainmaker types who are always out in networking and marketing are the only ones who can bring in new business

If you weren’t good at “schmoozapalooza”, you would never get any business

Sell sell sell

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Selling vs. Networking

Excerpt from PCPS Firm inMotione-Toolkit – Networking Preparationand Tips

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Yes, there are people who are natural rainmakers

But there are just as many “internal farmers” who don’t have to go anywhere but have a ton of business they just have to tap

You can also bring in a lot of business by just being yourself in public!

Stop forcing it

HERE ARE SOME IDEASRainmaking for Non-Rainmakers

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Meet informally (lunch/breakfast) with clients who you normally work with and get to know them personally and see what is happening in their businessSet up an educational presentation to a local group• Rotary/Kiwanis• Bar association• Bankers• Financial advisors

Contact your local business publication and see if you can assist them with any of their stories or just introduce yourself to the business writer

Easy things to do

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Easy things to do

Excerpt from PCPS Trusted Client AdviserToolbox

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Small steps

Excerpt from PCPS Firm inMotione-Toolkit – Relationship Building Trackerand Report Out

SO WHAT IF WE ARE YOUNG?Is that really a bad thing?

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Clients need help as they get older and as their businesses transition to a new generationWhat happens to the client whose needs outlast a senior partner’s tenure at the firm?Who is going to help the next generation of your biggest business client transition into their new roles as company leaders?

Will it be the 65 year old or 28 year old?

Your partners aren’t getting any younger

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Be present with the client• Be a part of client meetings• Go and visit the client’s office• Deliver their tax return• Greet them in the lobby

Start building a relationship now with existing and future clients• Ask about their lives outside the office• Find out about travel plans, grandkids and other life events• Keep an eye on the obituaries (a bit morbid, but hear me out!)

Work Your Age

BUILDING YOUR BRANDCapitalize Yourself

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People trust and do business with other people; not firmsFigure out what you are passionate about• And be able to articulate that to others concisely

Guest blog, be quoted in an article, speak at events, serve on a board with a mission you believe strongly in

Be boldly self-assured about what you believe inand who you are

Who are you?

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Easier than you think• Just takes time and purposefulness• Avoid networking groups that are too focused on trading leads

Find like minded individuals in other industries• Attorneys, investment advisors, bankers, consultants

Be a resource to them and keep them aware of what you are doing in your business

Use that network to be a resource “hub” for your clients

Building a Network

YOUR ACTION PLAN

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Find 3 underserved clients and find one value-add project for each

Find something you are professionally passionate about and make a presentation about it

Build a relationship with 2 other advisors outside your firm

Three “to do”s

DON’T BE A STRANGERJason Deshayes

[email protected]

505-250-3864 (cell)505-821-0893 (work)

@taxguyjase

session 15 how to sell your services without the pitch

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