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.
"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."
Connect with Michael
Connect with Paul
Improving the lives of your clients
Quantitative vs. qualitative
Click the play button below and use the slider on the audio below to get quickly to the chapters in the podcast.
Resources relating to this podcast:
The New Face of Selling In Your Firm
Selling is an essential skill in every type of work from health and educational workers, (even accountancy!) to every walk of business life.
To succeed, it pays to master the skills of non-sales selling.
Develop the Delegation Ladder In Your Firm
Smarter delegation of work and tasks results in greater initiative.
Greater initiative results in improved performance from your people (and frees you up to do other things).
Encourage more initiative from your people by applying the delegation ladder to all your team interaction.