One thing I’ve noticed a lot over the years is how challenging it can be for accounting advisors (accountants and bookkeepers) to convince their clients to move to a new product or system. With Telpay, the conversation with the client generally involves switching from cheques to electronic payments (direct deposits). Every accountant and/or bookkeeper has experienced rejection from a client when they’ve tried to pitch them a new solution; even when it seemed like a ‘no brainer’.
We all know change is difficult but in business, change is essential. For your accounting business to prosper you are going to be continuously reviewing processes and technologies. Introducing new solutions to clients can be tricky, and for some, uncomfortable. Selling solutions to clients is a necessary part of the business.
To increase your chances of success here are a few tips shared by accounting professionals:
Your role is the ‘Trusted Advisor’. As a trusted advisor, any products or solutions you recommend should carry with it at least a modicum of weight. Business owners want to work with advisors they can trust, it’s built into your role. Therefore, have the confidence going into the conversation that beyond anything else, your opinion will matter. If you find that your opinion doesn’t matter, it’s time to reassess the business relationship.
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