If I could tell you the biggest mistake I see cloud entrepreneurs making it is:
Making assumptions about a business and suggesting the wrong solution.
I see business owners doing it.
I see Xero advisors doing it.
I see cloud integrators doing it.
I see it all the time and I know how easy it is to do. That used to be me.
I made the mistake of making assumptions about a business – not truly understanding the process, the people, the needs and vision of my client’s business and just suggesting what I knew or thought I knew would work for them.
What you need to do is Scope.
Scoping is all about listening.
Scoping is a fact finding mission.
Scoping is getting to the head of the business owner and all the key people in the business to find out what they need and what they want.
Scoping is all about surfacing the frustrations.
Scoping is all about exploring the future vision.
I’m currently writing a course about how to scope a business and help them find the right solution for their business. I am amazed as I am going through writing the course and breaking down the whole process of how I successfully conduct a scope that actually converts into a sale – be it a new client on Xero, on DEAR, CIN7 or another addon.
I follow a process.
A system for a successful sale-closing money-making scope.
I never realised how poignant and important my line of questioning was and the discovery process that I take a scoping client through to build their confidence in me, position myself as an expert and leave the client excited to find out more.
We make on average $1000 per week doing what we love. Helping businesses and their advisors find the right cloud solution for their business.
And that’s not including the testing and research projects and implementation, training and support projects that build from the relationships and trust we create on our scope calls.
Are a Xero advisor?
Do you want to learn my top 3 tips for sales success? It all starts with selling the scope.
Until then, make a list of all the questions you have for me about how you can better sell Xero or whatever cloud solution you are selling. I can’t wait to share what I have prepared for you!
Have a beautiful day!
Never Stop Learning,
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