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Closing the Accounting Sale

     -     Sep 16th, 2010   -     Accounting Marketing   -     1 Comment

Closing the deal can be difficult for many CPA’s and accountants. It is not a comfortable area for most and when immersed in the experience it is often times a frightening. We found the following survey results from the Association of Sales Executives that provides some help for those in the accounting field involved in sales and lead generation. 

  1. Follow up with more than one contact at the prospect’s company. It’s a great way to learn about the corporate culture and win as many internal champions as possible. And since most offers have the potential to impact several different execs or departments at a prospect’s company, it’s smart for salespeople to try to boost their momentum by forging relationships with the other decision makers that’ll be affected.
  2. Maintain consistent contact with prospects. E-mail, social networking sites, e-newsletters, blogs … these are all indirect ways to stay on a prospect’s radar without continually asking for the sale. But that’s not all. Keeping tabs on prospects via social networking gives you insight into their personal interests, hobbies and lifestyle — all of which can help you earn trust and establish stronger ties.
  3. Give prospects a reason to reconsider their decision not to buy. Perhaps there’s a limited-time offer available, your company’s made upgrades or you’re offering a package deal. Whatever the case, sweeten the offer by giving prospects something new to consider, and present the offer in such a way that they feel like you’re giving them preferential treatment. CFO’s and Controllers will analyze the numbers and recongize when they are getting a deal. You don’t have to be very aggressive about it, but let them know that you value their business and will work to get it.
  4. Engage prospects on another level. Ask for some quick feedback regarding a specific product or offer, or perhaps even the industry as a whole. The answers a prospect provides could tell you all you need to know about how to earn his or her business. Example: Send an e-mail a few months after a prospect’s turned you down asking for some constructive feedback on why the deal fell through. Be polite and professional but let them know you are asking because you want to understand where/how the firm can improve for the next opportunity.

via Business Brief

There is 1 comment

  • 8 years ago

    Garrett Gwiazda   /  

    Feedback emails are a great way to get input on what a client thinks…positive or negative. It is a standard procedure in my company to send Feedback emails after the setup process has been completed.

    Garrett Gwiazda
    CPA Site Solutions

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