How Do New Freelance Bookkeepers Ask for the Sale?
How do New Freelance Bookkeepers ask for the sale?
I recently had a client who just opened their bookkeeping business a few weeks ago and they are currently dealing with a lot of prospects. However the challenge they are facing is asking for the sale and determining when to ask for it? Lets face it if you are a business entrepreneur that is always going to be a challenge unless you follow a few key steps where asking for the sale is just another part of the routine to your services. As a veteran in the industry and can tell you from experience that this was my first challenge as a rookie to overcome. These days with experiences and practice I have perfected the art of asking for the sale.
Lets get to the task at hand. You have just started your freelance bookkeeping business fresh out of training. You look sharp, you are groomed appropriately, you have your marketing materials laid out, you have your business cards ready, but all of a sudden you get hit with anxiety. Its your first customer and you are nervous of saying the wrong thing, asking too much, losing your prospect… Lets face it you are a nervous wreck.
How is this going to change? Here’s your blueprint to success!
1- Confidence! You might not have the practical experience on the job but you are fresh out of school and your product knowledge is at its peak. If you are confident with your training and on your product that’s all it takes to make your prospect confident in you. Remember your prospect needs to feel comfortable and confident in your abilities. Experience is important but product knowledge is even more important!Believe in yourself is really half the battle, showing your client your confidence is other part!
Centres of Influence
A Centre of Influence is a fancy way of identifying people that have a hugely positive impact on your business. They often refer people and business to you, and are actively glowing about what you provide and how you provide it. Every business needs a couple of these gems, and once you have them, you should bend over backwards to make sure they continue to think positively about you.
But how do you find and connect with these people? Here’s an Action Plan that will help make things move faster.
1. Let them know they are special
Tell them they are a top client, and let them know about any special treatment or offers that entitles them to.
2. Keep them updated about your business
If you want them to continue to refer ideal business to you then you need to let them know what a perfect client or opportunity looks like. If you take on a new direction, or change your products and services, why not take them out for coffee and update them on what’s happening.