I’ve seen it a thousand times. You offer a client “business advisory,” and their eyes just glaze over. You know you can help them improve their cash flow or grow their business, but they just nod politely and say, “Maybe later.” The truth is, it’s not that they don’t need your help; it’s that they can’t see what you’re really offering. “Advisory” is vague. It’s intangible. And if a client can’t paint a picture of it in their mind, they will never buy it.
Most of us are selling the equivalent of a “nutrition support drink”—a grey, plain, unexciting offer. In this episode, I’m going to show you how to sell “The Energy Shot” or “The Glow Blend” instead. I’m breaking down the three biggest mistakes accountants and bookkeepers make when they try to sell advisory, and I’m giving you my three powerful frameworks for naming your program so that clients instantly get it and, more importantly, want it. This is how you stop selling a vague service and start selling a story your client desperately wants to step into.
Key Takeaways
- What’s the one word you’re probably using to describe your services that makes clients think it should be free? (Hint: It’s not “help”.)
- Are you selling a boring “nutrition support drink” or an irresistible “Glow Blend”? Learn the simple smoothie bar analogy that will forever change how you package your advisory offer.
- Why treating advisory like a “one-off fix” is not only hurting your clients’ transformation but also killing your recurring revenue potential.
- Discover the difference between an “Identity-Based” name and an “Outcome-Driven” name, and which one is the perfect fit for the clients you want to attract.
- How can you create a “Signature Blend” name for your program that’s not only memorable but also gives you a unique piece of intellectual property to build your brand around?
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It gives you the complete proven system to break free from hourly billing, charge for impact, and grow your advisory firm to £500K+.
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