Practical Ideas for Growth

Fear of Selling - Episode 7

On this episode, I sit down with Jeremy Shen as he discusses selling the firm, why marketing was important, and how he sells in a lot of different ways, internally and externally. 

Fear of Selling - Episode 6

Join me on this call as I discuss with Gabe Tevrizian and his fears of selling of gaining emotional maturity to cope with the feeling of being vulnerable, rejection, and having no control of the outcome.

Turning Away Business, Respectfully

I’m happy to be joined by Ty Hendrickson, Inovautus Consulting’s director of training and learning. Firms are overloaded, and for the first time in a long time, it makes sense to turn away business. When saying no to new work, there is a right and wrong way to handle the conversation to prevent future damage to your or your firm's reputation. Join our discussion on how to say, "Thanks, but no thanks."

Do You Really Know What Your Clients and Buyers Value?

David Allison, the founder of Valugrahpics, joins us as we discuss why we are big fans of developing buyer personas to attract and retain the right clients to support your accounting firm’s growth efforts. When we say buyer personas, we mean going well beyond demographics, company size, industry, and service requirements to really identify who the buyer is, what motivates them, and how they make decisions.

Fear of Selling -Episode 5

My friend, Sylwia Nazar, feared coming across like a pushy salesperson, and this fear held her back from business development for the longest time. What’s funny is that Sylwia couldn’t be pushy if she tried, and she certainly wouldn’t sell someone on something they don’t need. 

Fear of Selling - Episode 4

Join Brian and me on The Fear of Selling to learn more about how he handled his entry into professional services and get some recommendations for calming your fears and seeing success with business development in your accounting firm.  

Fear of Selling - Episode 3

Listen to Adam Fisher share his business development journey and share advice with young professionals who want to get started (even if they are still scared),

Fear of Selling - Episode 2

My guest, Ralph McNamara, principal at Kaufman Rossin, leads the firm’s business development department and is responsible for the firm’s overall growth strategy. It’s easy to think, “Well, he has done this his whole life…of course it’s easy for him!” While he does make it look easy, he admits he had fears starting in this space.   

Fear of Selling - Episode 1

When I asked Bill Cooper, partner at Walter Shuffain, if he had any fears related to selling, he said, “Absolutely!” One of the biggest rainmakers in the firm told me his biggest fear was and still is, “Can I do it?”  

Leveraging Year-End Planning for Cross-Selling

On this week's Practical Ideas for Growth, we will discuss leveraging year-end planning conversations to go deeper with your clients. Go beyond surface-level planning conversations to learn more about your client’s goals and challenges. When we take the time to expand our conversations, we will likely find ways to become more proactive with our relationships and bring next-level service to clients!