Episode 142

Prospecting Tips to Help Accountants Win More Clients

Published on: 18th February, 2021

Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their cold emails or feeling confident making cold calls. Sales is the only "adult job" he’s ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to helping hundreds of reps master cold outreach. Selected shownotes:

  • Two big lessons learned from selling house-painting services door to door
  • The big mistake accountants make when approaching prospects that potentially creates an aversion to selling
  • Why the business, deal or new client doesn't necessarily go to the best accountant, best form or best offering
  • What caused Jason (and many other small business owners) to switch accountants
  • The difference between marketing, prospecting and selling, and why accountants should know the difference
  • Essential client acquisition knowledge for accounting professionals, starting with inbound and outbound marketing techniques
  • How great content can help accountants reach out to and start conversations with existing and potential new clients
  • The big reason accountants shouldn't have to make cold calls and knock on doors to start conversations with prospects
  • Best practice tips for accountants to identify their ideal clients and buying personas to make for easier business development
  • Why accountants don't always need to 'like' selling or business development to make it work for them, although they still need to develop the skills
  • Shout out to the introverts in the world (like many accountants and entrepreneurs) and how to win business by talking less/asking better questions
  • How accountants can 'get under the skin' of what their clients and prospects really need
  • Great tips for handling objections when selling your services and how the EVO method gives accountants confidence in sales situations
  • Special gift from Jason - a PDF guide with prospecting scripts and techniques to make better phone calls and have better sales conversations (link below)
  • A simple and enticing reason accountants should use to reach out to existing and potential new clients to start conversations.

JBay as he is often called, is into classic rock - Van Halen and Def Leppard his two favorite bands. UFC is his favorite sport and he loves being outside hiking, camping and backpacking. He 'nerds out' on most things psychology related and enjoys hanging out with his wife, Sara, and his dog, Pepe. Contact him here:

AIP - special prospecting cheat sheet for accountants

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About the Podcast

Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.
Accounting Voices, hosted by Rob Brown, helps decision makers and leaders in accounting and finance stay relevant, visible and vocal in a profession being reshaped by technology, private equity, regulation and shifting client expectations. Each episode interprets the trends disrupting accounting and finance such as AI, automation, M&A, talent and the move to advisory and translates them into practical insight that strengthens authority and influence.
Accounting Voices is also a platform for the wider ecosystem of networks, associations, educators, consultants, software vendors and technology experts who serve accountants and finance professionals worldwide. It extends into regular Accounting Voices networking sessions that connect this audience and amplify ideas that move the profession forward. With its international reach and long shelf life the show delivers credibility and commercial value for listeners and sponsors alike. Search for "Accounting Voices" on YouTube for all episodes and connect with Rob Brown on LinkedIn to find out more: https://www.linkedin.com/in/therobbrown

About your host

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Rob Brown

ob Brown is the creator and host of the Accounting Voices Network, a media platform that includes the flagship solo podcast Accounting Voices and the panel shows Accounting M&A and Accounting Tech. He chairs conferences, panels and virtual events worldwide and is recognised as a leading advocate for the accounting profession.

He is an accomplished speaker and authority on trust, reputation, employer brand, talent, succession, executive presence and the forces shaping the future of accounting. Rob is the author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk The Personal Brand of You has been viewed more than 400,000 times.

A former co-founder of the Accounting Influencers Roundtable, Rob now focuses on amplifying the voices of leaders, firms, networks, vendors and influencers across the global accounting ecosystem.

Outside of work he is a stroke survivor, lives with epilepsy, holds a black belt in kickboxing and is based in Nottingham, UK. He plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.