Stop selling bookkeeping! You heard me, stop selling bookkeeping. I have recently learned a very powerful lesson. Your ideal client is more interested in how you can solve their biggest business problems.
It’s a given that you will do the bookkeeping, the reconciling, and the QuickBooks- that’s a given. What’s not a given is how you will help them to solve their biggest problems. In fact, one of the things that I had to learn to do was to listen to my ideal prospects. When I would talk to them in our discovery call, they would go into all of the frustrations that they felt, and all of the worries that they had. They would talk, and I would just let them go on and on, and I just thought, “I’ve heard it all. I’ve heard it a thousand times. Yes, I know you’re frustrated!” But in fact, they were telling me exactly their biggest needs and their biggest problems.
Their biggest problems is not the bookkeeping, per-se, it’s actually how they feel about it! How they feel about the fact that their books are so frustrating, and that they can’t master their business finances. That’s where they need help, and that is where you need to start then talking to your ideal prospects. When you hear them telling you all of those frustrations and those challenges that they’re dealing with, those are the things that you need to concentrate on, and then start repeating back to them, and incorporate the solutions that will help your client to stop worrying, to stop feeling frustrated with their books – that’s where the money is.
So what do you do? Stop selling bookkeeping, and start selling solutions to your client’s biggest problems. I’m Veronica Wasek. If you find this content helpful, then subscribe to my channel, like this video, leave a comment, and visit my blog at 5MinuteBookkeeping.com.
