Making the Shift – How Accountants Sell Advisory Services
Rhondalynn Korolak help accountants attract better and higher-paying clients by making the shift to value-priced advisory engagements. She teaches them how to put strategies in place to grow their practices, deliver value and impact for their entrepreneurial clients.
She is the leading expert on neuroscience and neuroplasticity as they apply to cash flow, advisory services and value pricing. This involves harnessing the insights from neuroscience and the power of mindset to gain leverage with clients and influence them to take action. Shownotes:
Trusted advisors have conversations with clients to gain leverage which inspires them to take action
If accountants are calling themselves a trusted advisor, they’re probably not one
Leverage comes from helping people understand the cost of continuing to ignore a situation or problem
Leverage is a mechanism for accountants to price more effectively and position advisory services
Some accountants think a dashboard is advisory but it’s really just a tool
The problem many accountants have with advisory is that it needs selling – something accounting people don’t do well
Accountants can be better at selling if they reframe it as influence and leverage
Do you know what differentiates an accountant from a business advisor?
The skills accountants require are different and even polar opposite to advisory skills
Accountants need to rewire their brains to think like entrepreneurs – this requires some neuroscience
Even if compliance isn’t a burning platform for accountants, it’s still getting harder to make money from it
What it means to be an accountant is different to 20 years ago, and the profession needs to recognise this
App fatigue is real, and makes it difficult for generalist accountants who don’t or won’t niche
Listen to what accountants really should be doing and should be getting paid for
Why selling and sales are not positive words for accountants and how they can get over it
What do do as an accounting advisor when you provide your clients with solutions but they don’t take action
Are all accountants cut out to be advisors? Is it skills, personality or brain wiring?
The initial steps for accountants to move away from compliance into more advsory services
How accountants can sell advisory internally to overcome negative old fashioned legacy systems and culture
93% of accounting clients are financially illiterate and so cannot read reports and dashboards
The one skill accountants must master to really sell and deliver lucrative advisory services to clients
The importance of moving from accounting to accountability – the advisory service does at stop at giving the advice
The big reason accountants are NOT under threat for advisory work from business coaches and marketing consultants
What accountants must do to earn the right to win advisory business from their clients
Wise words of encouragement for accounting professionals who want to take the first steps in winning advisory work.
Did you know that the skills #accountants require are different and even polar opposite to advisory skills according to @rhondalynn on the #Accounting Influencers Podcast #accountex #advisory #accountinginsight