Tax and accounting pros use the Ideal Client Discovery Blueprint©. It turns 7 out of 10 potential clients into high-margin deals. This strategy has helped small firms in the U.S. for over 14 years.
Firms in all 50 states use it. The blueprint focuses on four key areas: Client Details, Progress, Impact, and Alignment.
Firms using this blueprint see a big jump in clients saying “yes” to proposals. They might double or triple their yes rate. This article will give you tips to ace your discovery calls and get new clients.
Bookkeepers find discovery calls very important. They talk to potential clients first, which helps them determine whether they can work well together.
A discovery call is when a bookkeeper talks to a client for the first time. They learn about the client’s business and goals, and they decide whether they’re a good match.
Discovery calls help bookkeepers work better. They find the best clients and grow their business. Being ready for the call is key to success.
“A well-prepared discovery call can lead to a mutually beneficial partnership.”
As bookkeepers, we know how key it is to prepare for a discovery call. It’s our time to show off our skills, learn what the client needs, and see how we can help. Let’s look at the main steps for a great discovery call.
Before the call, do some homework on the client’s business. Check their website, social media, and other public information. This will help us ask smart questions and show that we understand their business.
Also, review what we offer and how much it costs. We should know the value we bring and how we meet their needs. Know our prices, including any special deals, to talk about them clearly.
By getting ready in these ways, we can have a useful talk. This helps us meet the client’s needs and maybe even start a great partnership.
Starting the discovery call with a good plan is crucial. It helps you keep the conversation on track and ensure you talk about everything important. When you start, introduce yourself and briefly describe your bookkeeping skills. Also, explain why you’re meeting and what you’ll talk about.
Welcome the client and try to connect with them. Say you want to learn about their business and money goals. This way, you can see how you can help them with bookkeeping. Tell them how long the call will last and what you’ll cover.
Make a list of questions to ask the client. These should help you understand their business, money situation, problems, and goals. Here are some examples:
By asking these questions, you can really understand what the client needs. This helps you offer bookkeeping services that perfectly fit their needs.
As bookkeeping pros, we know how key active listening is on a discovery call. We let the client lead the talk and share their struggles. This way, we really get what they need and how we can help.
On a discovery call, we shouldn’t talk too much about ourselves. We should listen closely to the client’s worries. Asking open-ended questions helps them share more. This shows we care and helps us find where we can really help.
“Open-ended questions, compared to closed-ended questions, are designed to encourage discussion and exploration. They can help sales professionals uncover pain points, motivations, and expectations from prospects.”
Being good at listening and finding pain points is vital for a great discovery call. By focusing on what the client needs, we show we’re trusted advisors. We can offer bookkeeping solutions that really meet their challenges.
Let’s discuss how our bookkeeping skills can help you. We’ll then show you what we offer and how it can improve your business.
Our team has extensive experience in bookkeeping and works with many different types of businesses. We ensure that our services fit your needs so your business can reach its goals.
Some of what we do include:
We know you want a bookkeeping system that’s easy to use. This system should help you see and control your money better. Our solutions aim to fix this problem and help you make smart choices for your business.
With our help, you’ll get a bookkeeping plan that reduces your work. This lets you focus on what’s important in your business.
“Our goal is to become a trusted partner in your business, providing you with the financial insights and support you need to achieve your objectives.”
As the discovery call ends, it’s key to sum up the main points and outline the next steps clearly. This ensures that you and the client are in sync and prepared for a smooth follow-up.
When closing the discovery call, remember to:
By clearly explaining the next steps and follow-up process, you’ll make a good impression, setting the stage for a smooth transition into the next phase.
“The end of the discovery call is the perfect chance to make the client trust you. Make sure they feel good about the next steps and confident in your follow-up process.”
Closing the discovery call well is a big step in sales. It makes the transition smooth and sets the stage for a great partnership.
As bookkeepers, we must focus on the client’s needs. Talking too much about ourselves is a big mistake. It’s key to understand the client’s situation and how we can help.
Don’t try to solve problems during the call. It’s not the time for that. Instead, say you’ll give a detailed plan and price after you know more about their needs.
By avoiding these mistakes, you’ll do great on discovery calls, which will help you start a strong partnership with clients.
“The goal is to determine if there is a good fit, not to deliver consulting services.”
As bookkeepers, we know how key discovery calls are. They help us understand our clients’ needs and start a good working relationship. To make this easier, we use many tools and resources. These help us get client info, manage our time, and have a great discovery call.
Finding times for discovery calls can be difficult. However, many scheduling software options make it easier. Calendly or Acuity Scheduling lets clients pick times easily, which saves us time and ensures calls happen when they should.
These tools also send reminders and help us get some info from clients before the call.
Before the call, a short questionnaire for clients is very helpful. It lets us know about their business, money situation, and goals. This way, we can talk more clearly and help them better.
The questionnaire asks about their industry, accounting software, problems, and what they need. Seeing their answers before the call lets us ask better questions, making the call more personal and helpful.
Using discovery call tools, scheduling software, and client questionnaires makes managing clients easier. We get the info we need better and prepare well for calls.
“A recent study shows that customers speak during 57% of the conversation in successful discovery calls, emphasizing the importance of encouraging prospects to talk.”
Doing well on discovery calls is key in the bookkeeping world. It’s about making clients feel valued and understood. This helps build a strong partnership for the long run.
It’s important to be really curious during these calls. We should listen more than we talk. Asking good questions helps us find out what the client really needs.
Keeping the call friendly is also crucial. We want clients to feel like they’re being heard. Being flexible and changing the plan if needed shows we care about them.
By following these tips, we can make the discovery call a positive experience. It’s all about being empathetic, flexible, and truly wanting to help the client.
“The most valuable skill in sales today is the ability to truly listen and understand the customer’s needs.” – Jill Konrath, Sales Strategist
As we conduct more discovery calls, it’s key to consider what’s working and what’s not. We should listen to what our clients say, even if they didn’t choose us. Their feedback can really help us improve.
By always getting better at discovery calls, we can feel more sure and get more clients. Listening to client feedback and improving our process makes each call better. This way, we can help more people.
Being open to improvement will improve our ability to reach out to clients, make us more trusted, and help us be known as good bookkeeping pros. As the industry changes, we need to keep up with what our clients want, which will help us succeed for a long time.