Have a listen to Ben’s talk on “Training Your Team To Identify Great Clients”, here’s what he said –

The kind of clients we attract can differ based on how they come across our services.

Oftentimes, when our top-notch clients suggest someone similar to themselves, the referrals tend to be of high quality.

We also took a look at the services that our top clients prefer. It turns out they’ve chosen a mix of services from us—things like the usual tax and compliance work, additional structures, investments, and SMSFs.

During this exploration, we spotted some common themes. Relationship statuses seemed quite alike, and even the general industries they’re in shared similarities.

The whole point of this exercise is to figure out who our fantastic clients are and how we can attract more of them. Where do they hang out? Who do they interact with?

After that, it’s all about training your team to recognise your ideal client. This helps them identify who’s a great fit and who might not align perfectly with us. This is especially important if your team is just starting to handle initial inquiries at your accounting firm.

During the “Pricing & Profitability CPD Workshops” tour in Sydney, Melbourne, and Brisbane, Ben Walker, the Founder of Inspire Accountants and High-Performance Accountants, took the stage as a keynote speaker. The event, organized by Chartered Accountants and Ignition, provided a platform for Ben to share his valuable insights. 

Check out Ben’s talk about “The True Essence Of Sales For Accountants”, here’s what he said – 

I have heard from quite a few accountants that they don’t associate with the word “Sales”. And I just want to encourage you, it is a function of the business to sell. Even a waiter at the restaurant, the process of them saying, would you like another margarita? And me saying, “Yes”, that’s a function of sales.

We need to think that this is a serious function of our business and that selling is caring. If you struggle with that association or that engagement towards the idea of sales, then this book by Daniel Pink, “To Sell Is Human”, is a good perspective changer on sales.

I just want to start with that because I don’t want to talk about sales when maybe you’re sitting there going, “Ah, it’s not me, I don’t like it”. It’s really not a bad thing. It took me a lot of work to understand that it’s a great thing because the client wins, we win and maybe the tax office does or doesn’t.

In 2022, Inspire has achieved some incredible milestones worth celebrating:

• Inspire has been recognized as one of The Great Places to Work, securing the impressive #9 spot in our category for Australia.
• In September, our very own Ben published his book “Wealth for Life”

Ben’s vision is to focus exclusively on VIP clients, whilst empowering our team to take the lead on every single client. He has also devoted a few hours per week to mentoring other high-performance accounting firms, aiming to inspire and guide them towards success.

Furthermore, Ben has set ambitious goals for Inspires. He aims to elevate Inspire revenue from approximately $3,000,000 million to $4,500,000 million. Additionally, he plans to expand the client base from 265 to 450.