Daily Directive: 071624

Distribute yesterday’s blog post or Quickcast. Instructions here.

Roleplay selling your new higher-value packages with a staff person.

You build new higher-level packages to help your clients solve their problems better on Monday.

Example: A bookkeeping business:

10 Services a Bookkeeping Service Might Provide

  1. General Ledger Maintenance: Recording all financial transactions in the general ledger.
  2. Accounts Payable and Receivable: Managing invoices, bills, and payments.
  3. Bank Reconciliation: Matching the company’s bank statements with its financial records.
  4. Payroll Processing: Handling employee payroll, tax withholdings, and benefits.
  5. Financial Reporting: Preparing monthly, quarterly, and annual financial statements.
  6. Budgeting and Forecasting: Creating and maintaining budgets and financial forecasts.
  7. Tax Preparation and Filing: Preparing and filing state and federal tax returns.
  8. Expense Tracking: Monitoring and categorizing business expenses.
  9. Cash Flow Management: Ensuring the business has enough cash to meet its obligations.
  10. Audit Support: Assisting with internal and external audits by providing necessary financial documentation.

Suggested Packages

Package 1: Basic Financial Management

  • General Ledger Maintenance: Ensures all financial transactions are accurately recorded.
  • Accounts Payable and Receivable: Manages the inflow and outflow of funds.
  • Bank Reconciliation: Keeps financial records aligned with bank statements.

Package 2: Comprehensive Business Support

  • Payroll Processing: Manages employee payroll, tax withholdings, and benefits.
  • Financial Reporting: Provides detailed financial statements for informed decision-making.
  • Tax Preparation and Filing: Handles all aspects of tax compliance and filing.

Package 3: Strategic Financial Planning

  • Budgeting and Forecasting: Assists with planning and financial forecasting for the future.
  • Cash Flow Management: Ensures the business maintains healthy cash flow.
  • Expense Tracking: Monitors and categorizes business expenses for better financial control.

Here are the roleplay exercises the bookkeeper might use:

Roleplay Exercise 1: Identifying Client Needs

Scenario: The bookkeeper meets with a small business owner who is currently managing their finances independently but is overwhelmed.

Goal: Identify the client’s pain points and match them with the appropriate package.

Script:

  • Bookkeeper: “Tell me about how you currently manage your financial records and any challenges you face.”
  • Client: “I handle everything myself, but it’s very time-consuming and I’m worried I might be missing something important.”
  • Bookkeeper: “It sounds like you could benefit from our Basic Financial Management package, which includes general ledger maintenance, accounts payable and receivable, and bank reconciliation. This would free up your time and ensure your records are accurate.”

Roleplay Exercise 2: Overcoming Objections

Scenario: The client is hesitant about the cost of the packages.

Goal: Address and overcome objections to close the sale.

Script:

  • Client: “I’m not sure if I can afford these services right now.”
  • Bookkeeper: “I understand budget concerns are important. However, investing in our Comprehensive Business Support package can save you money in the long run by ensuring compliance, avoiding penalties, and providing accurate financial insights for better decision-making.”

Roleplay Exercise 3: Highlighting Benefits

Scenario: The client is interested but needs more information on the benefits of the Strategic Financial Planning package.

Goal: Emphasize the benefits and value of the package.

Script:

  • Client: “What are the main benefits of the Strategic Financial Planning package?”
  • Bookkeeper: “This package includes budgeting and forecasting, cash flow management, and expense tracking. These services help you plan for future growth, maintain healthy cash flow, and control expenses, which are crucial for long-term success.”

Roleplay Exercise 4: Closing the Sale

Scenario: The client has shown interest in a package but hasn’t committed yet.

Goal: Use closing techniques to secure the commitment.

Script:

  • Bookkeeper: “Based on our discussion, it seems like the Comprehensive Business Support package is the best fit for your needs. Can we go ahead and get started with this package today to help streamline your financial processes and ensure compliance?”

Roleplay Exercise 5: Following Up

Scenario: The client has not made a decision after the initial meeting.

Goal: Follow up to address any remaining questions and encourage a decision.

Script:

  • Bookkeeper: “Hi [Client], I wanted to follow up on our previous conversation. Have you had any additional thoughts about the Basic Financial Management package? I’m here to answer any further questions you might have to help you make the best decision for your business.”

These roleplay exercises will help the bookkeeper practice identifying client needs, overcoming objections, highlighting benefits, closing the sale, and following up effectively to sell their service packages.

You can order the book here: www.simplesix.com

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