Episode 28: Selling the sizzle not the sausage - Get paid for your advice with our 3-phase discovery, proposal, and production system

Episode 28: Selling the sizzle not the sausage - Get paid for your advice with our 3-phase discovery, proposal, and production system“Selling the sizzle and not the sausage is a philosophy that we have in Wize. What we mean by this is that the client manager is not necessarily the most technical person on the team.”In this episode of The Wize Guys Podcast, Wize Mentors, Timothy Causbrook with Thomas Sphabmixay, and Kristy Fairbairn discuss how the three phases of the process ~ discovery, proposal, and production give every accounting practice the opportunity to scale their marketing, sales, service, revenue growth and M&A’s.Timestamps:0:35 - Reasons why sales are essential for your accounting firm1:48 - The 3-phase framework system of discovery, proposal, and production6:26 - Issue #1: Not charging for every service you do7:19 - Issue #2: Dealing with ad hoc services8:42 - Issue #3: No menu of services to offer10:28 - Issue #4: No ideal leadership structure11:16 - The importance of having a menu of services12:51 - Issue #5: Budget constraints16:07 - Issue #6: Needing more work17:39 - Issue #7: Upselling client services19:51 - Issue #8: Marketing the practice25:53 - The best time to give a client proposal26:45 - Issue #9: The irony of having low service rates27:17 - Tips for training client managers31:56 - The philosophy of selling the sizzle not the sausage33:50 - Basic work vs ad hoc pricingQuotations:“When clients are coming to us, like we as advisers, whether you're a bookkeeper, your accountant, or your lawyer, it doesn't matter. We should take a step back to actually see how can we learn more about their problem.” - Thomas Sphabmixay USEFUL LINKS:Wize Vault Video 15.8 Developing Your Menu of Services GET IN TOUCH!Website: www.wizementoring.comFacebook: https://www.facebook.com/wizementoring/Twitter: https://twitter.com/wizementoringLinkedin: https://www.linkedin.com/company/wizementoring/Instagram: https://www.instagram.com/wize.guys/?hl=enEmail: [email protected] the full transcript here.________________  PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:   1. Download our famous Wize Freedom Map for FREE - Find out the 101 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here 2. Need to hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here 3. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here