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3 Ways To Give Your Prospects More Reason To Buy From You

20th Sep 2016
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Times are changing…

Competition is increasing.

Now more than ever you need to focus on standing out from the crowd and making sure that prospects buy from you and not the practice down the road.

So how can you do this?

From working with my BlackBelt clients I’ve found 3 core ways you can give prospects more reason to buy from you.

And I’ll say upfront…

I know these aren’t all of the reasons prospects buy from you – but they’re 3 that I think accountants can really leverage to get more clients and build stronger relationships.

3 Major Reasons Why Prospects Buy From You In The First Place

So the first major reason prospects buy or not from you is because they know you.

They know who you are, they know what you do, and the results that you get.

The second major reason prospects buy or not from you is because they like you.

You share the same beliefs & values, and often share common ground in both your business and personal lives.

And the third major reason prospects buy or not from you is because they trust you.

Not only do they know who you are and like you, they also feel comfortable enough that you can provide solutions to their problems.

So the question you should be thinking is…

“How can I take these 3 things, and install them into the prospect before they have even bought from me?”

Good question – here’s what I think…

1. Know You = Consistent Marketing

It might sound obvious, but a lot of accountants miss the point.

To make sure your prospects definitely know you from the next accountant you need to be marketing consistently.

You need to be frequently pushing out content, adding value to your prospects and, most crucially, doing things that increase your email list.

Now I’m going to guess that you won’t be the person who has time for this, which is why it’s important that you find a marketing team to do it for you.

Whether it’s internal or external it doesn’t matter.

The point is that something is happening on a consistent basis to increase the number of prospects that know you.

2. Like You = Message That Resonates

It still amazes me the amount of practices that use industry jargon in their marketing that 97% prospects will never understand.

You need to speak their language.

Make sure that what you are saying makes sense to them, make sure that they buy into your ideas/beliefs/values.

As a result, prospects will begin to like you more and more.

And this process can take time…

Somebody might not be ready to buy in 6 months, or 12 months, or 18 months.

But in 24 months when they get peeved off with their current accountant for whatever reason, they’re going to go and find a new accountant that they already know and like enough to buy from.

3. Trust You = They Experience You

You might be thinking…

“How can a prospect experience me before they’ve even bought from me?”

Here are 3 main ways that my BlackBelt clients have been using with great success:

1. Videos
2. Webinars
3. Seminars

There are lots more.

Just think about anything that creates an experience for your prospects about what you and your practice are all about.

Formula For Success

So here it is, the formula for successfully giving your prospects more reason to buy from you:

Consistent Marketing + A Message That Resonates + Experience You = More Reason To Buy From You

So how can you go about implementing this in your practice?

By finding the right team, and creating the right systems, that will ultimately allow you to create a hands-off machine that runs with or without you.

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