Another frequent objection is
"I'm happy with my current accountant." This is a perfect opportunity to showcase your unique value. A good response is, "That's great to hear. It's always a good idea to have a trusted professional. We often find that our clients, even those with an accountant, can benefit from a specialized service like tax planning or business strategy. Are those areas your current accountant focuses on?" This question introduces a new idea and makes them think about what they might be missing. It shifts the conversation from a direct competition to a discussion about complementary services.
A third common objection is related to cost: "Your services are too expensive." Instead of defending your price, focus on the value you provide. You could say, "I can see how it might seem that way. However, our goal is to not be a cost to your business but an investment that helps you save money and grow. For example, we helped a similar client reduce their tax liability by over $10,000 last year alone. How would a result like that impact your business?" This response reframes the conversation from price to return on investment. Furthermore, you can break down the cost into smaller, more manageable terms, such as a monthly fee. By preparing for and responding to objections with confidence, you will convert more calls into qualified leads.
The Art of the Follow-Up
The sale often happens in the follow-up, not the first call. It is a critical step in building a relationship and closing the deal. First, always send a follow-up email after a call. This email should be brief and recap the key points of your conversation. You should also include any materials you promised, such as a brochure or a link to your website. The email serves as a tangible reminder of your conversation and keeps your firm top of mind.