How to Sell Accountancy Services

Part of the Management, Advisory and Development (MAD) Practice Guides Series

The writers at 2020 have over 50 years combined consulting experience to accountants and tax advisors and are authors of books, articles, manuals and publications world- wide. They work with some of the most exciting and innovative firms in our Industry.

2020 have produced a series of simple and easy to follow practical guides to help you improve and grow your business. These guides contain example scripts, (e) letters, planners and other useful material to help you make changes and help you succeed.

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How to Sell Accountancy Services





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Product Description

Many accountants feel that they are unable to sell, which, in fact, is very harsh.  Trying to sell a service that customers do not want is almost impossible. Therefore, if a top sales person were charged with the task of trying to sell accountancy compliance services such as auditing, year-end accounts, tax returns etc, they would, at best, struggle – why? Because the customer does not value such services and hence the notion of successfully selling such unwanted services is ridiculous.


That said, if one is trying to sell a service that customers do want, such as tax planning, business advisory, profit improvement, retirement planning, legacy planning, wealth management, corporate finance, etc, then selling has a crucial role in successfully converting potential clients and, indeed clients, into additional fees.


This paper is focused on selling accountancy services that are wanted by customers and not focusing on services that people do not want.


  • Push vs Pull Selling
  • The Pull Sales Process
  • Website Material


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