If you work in a role where you provide tax services and advice, at some point you will be faced with the requirement to win client work.
Or, if I were to use the dreaded word, ‘selling’ services to clients.
As tax professionals, this is not something we are taught how to do. It’s one of those things we are expected to ‘pick up’ on the job.
But it is absolutely paramount that you are able to win client work if you want to make it to Senior Manager or above, generally speaking. In some firms, you may even need to do this at more junior roles.
So, if you want to progress your career to these levels, you will need to develop and work on the skill of winning client work.
That’s why I thought it would be great to invite this episode’s guest, Martyn Sloman, onto the podcast.
Martyn is known as the “non-pushy” sales trainer – which instantly caught my attention, as I’ve been worried about coming across as pushy in the past, and maybe you have too.
All of Martyn’s advice is provided to help you be “non-pushy” too, but be “professionally persistent”.
In the episode, Martyn provides some great tips to improve your chances of winning client work.
So, if this is something you are looking to get better at, I highly recommend you take a listen!
Guest – Martyn Sloman
Website: https://golddusttraining.co.uk/
LinkedIn: https://www.linkedin.com/in/martynsloman/
You’ll Learn:
- How to improve your chances of converting opportunities into client work without being pushy
- The common mistakes that people make when it comes to selling so you can avoid them
- How your inner voice can be unhelpful when it comes to winning client work, and why you should ignore it
- What the preparation stage before a meeting to discuss opportunities with a client or prospective client should consist of
- What you should do during and at the end of these meetings to increase your chances of converting the opportunity into paid work
- Some of Martyn’s top questions you can use when discussing opportunities with clients and prospects
- How best to follow up an opportunity with a client after you’ve quoted, without being pushy
- How to and why you should approach a current client about further services that you could provide which you believe will benefit their business
- How to politely ask a client if they are still interested in a potential service, and how you can use Martyn’s ‘ultimatum’ email as a last resort
Calls to Action
Think of one client where you could add further value to their business with more of your services. Get in contact with them, to let them know about the opportunity, using the things you’ve learnt from this episode.