So how do accountants successfully manage to sell their products and services and ultimately their firm?

It’s a challenging question and the answer will inevitably determine the long-term success of your firm.

Your influence and your attitude towards selling is vitally important if you want to grow your business. Remember always that you are your clients’ trusted business advisor.

Remember also that you need to be focused on the fact that you are selling something that is in your clients’ best interests, not yours.

Here are some of the questions you need to ask yourself:

· Why are you in business as an accountant?

· What does your firm stand for?

· What are you trying to sell and why?

· Are you doing it for your own benefit or your clients’ gain?

It is easy for accountants to become swamped in the day to day business of meeting deadlines, filing tax returns and chasing money. However... if you are seen to be only chasing money then you may be seen by your team, your clients, your referrers and your prospective clients as untrustworthy.

It is vital you look at the bigger picture.

If you are truly serious about growing your business then you should not see selling as a challenge or a hurdle that should be overcome, but as a positive business opportunity where you can make a difference to someone else, as their trusted business advisor.

Today’s business owner wants regular contact with their accountant and to be able to benefit from their accountant’s expert knowledge, tangible business ideas and solutions.

This is great news for those accounting firms who want to have great conversations with their clients, helping with knowhow and expert advice on monthly basis through regular contact.

And it’s BAD news for those accounting firms that want to stick to the old treadmill of performing routine actions.

Which one are you?

Are you truly serious about making 201​8 and beyond a real success for you and your accountancy firm?​