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To Niche or Not to Niche

marketing sales Dec 16, 2019

There has been a lot of conversation in bookkeeping circles this year about niching, many advocating that it's the undisputed path to take. The result is that I'm having conversations with bookkeepers, both new and experienced, and they're talking like it's a given that everyone should niche. Cos, you know, everyone's saying that they should.

Well I'm not saying that you should. But you could.

There are certainly some gains to be had from niching. You leverage the business knowledge in that...

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Sales tips for bookkeepers

sales Apr 05, 2019

I thought it would be helpful to create a checklist of things to ask when I was in sales conversations, or a discovery meetings. But what I found was that it was just distracting, so I got rid of it.

Instead, what I do is I approach these conversations from a place of curiosity. I want to find out all about their business, and about how they currently do things.

Puzzled?

Conversations are a bit like completing a jigsaw puzzle. As the conversation progresses, pieces of the puzzle...

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