What does it take to capture and demonstrate the value you're delivering to your clients?
In this podcast discussion you'll hear from Michael Carthy of Carthy Accountants in Stafford.
Michael talks about the 'value register' they keep for every one of their 300 limited company clients and how he's skilled up his team to ask the goals questions - what do you want to achieve for your business, for your life - even?
This is because Michael and his team are passionate about helping their clients achieve a better life, not just a better business.
So, what does it take to to get trained accountants to ask business owners - "what do you want for your life ahead?"
Michael's cracked that one! Every year, for every client, he's captured a 'value register' that shows at least one of the three 'freedoms' that Michael talks about in this podcast discussion.
The three freedoms they want for their clients around time, time to do what business owners really want to do, the money that enables them to do it and the peace of mind that comes from running a business with confidence and certainty, partly because they've got the right accountancy firm working alongside them.
So why not please join me on this Humanise The Numbers podcast discussion with Michael Carthy.
I hope you enjoy this discussion as much as I have.
The Solution:
"So accountants are not natural sellers - they're accountants, they're analytical people and it's taken me a long time to work out how to best talk to accountants about selling, up-selling, cross-selling, whichever way you want to put it.
"And the best way I found to describe is we are problem-solving.
"We are finding a problem and offering a solution."
SHOW NOTES
Connect with Michael
Connect with Paul
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Read this Bitesize Business Breakthrough on about building a growth mindset in your firm here.
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