May 3, 2015
A prominent American Business Angel, speaking at a capital
raising seminar in Melbourne some years ago, said, “Many businesses
ignore professional selling at their peril.”
“Businesses need to be able to identify who their salespeople
are.”
As accountancy businesses evolve from just taxation into a wider
range of business activities, to assist small/medium enterprises to
add-value, there will need to be a greater emphasis on the
development of professional selling skills within accountancy
businesses.
Whilst many small/medium enterprises have identified that they’re
looking for a wider range of financial services, there’s no
guarantee that those small/medium enterprises will automatically
seek those services from the accountants who have traditionally
prepared their taxation returns.
How will your clients know that you’re offering a wider range of
professional services?
Most accountants would benefit by undertaking some professional
sales training. This could include:
• Advice on how to increase the business’ revenue
and the business’ profits.
• Advice on how to avoid the major marketing
mistakes most businesses make.
• Suggestions on how to build a referral
system.
• Analysing your business’ “point of
differentiation” so you can effectively market that difference to
your marketplace.
There are many benefits from undertaking a professional sales
training course and an added bonus is that you can get some of your
clients to participate in the sales training course at the same
time. This will give your accounting team a detailed input
into the type of issues that are confronting your clients.
Your small/medium enterprise clients will see that their
accountants have a far-wider commercial focus than just
concentrating on income tax returns.
If you’re interested in receiving additional information on
professional sales training for accountants, please contact us.
Peter Towers
MANAGING DIRECTOR
ESS BIZTOOLS PTY LTD
+61 7 4724 1118 | 1800 232 088
peter@essbiztools.com.au
www.essbiztools.com.au | www.essbizgrants.com.au