Michael Rozbruch, 2x inc 5000 winner, author, and founder of Michael Rozbruch’s Tax and Business Solutions Academy, built two successful companies and can show you how to get client testimonials for your accounting firm.After being let go from his CFO position, Michael decided he needed to make his own way. After learning marketing from the greats, he trekked out on his own...On this episode of Growing Your Firm Podcast, David Cristello and Michael Rozbruch go into:
- The #1 reason a prospect will buy your product
- How to ask and get client testimonials for your accounting firm without asking for one
- Why you’re wrong if you think you’re in the “Professional services” or “compliance” business
- Michael Rozbruch - Linkedin
- Michael Rozbruch's Tax & Business Solutions Academy
- How to Implement Strategic Growth & Marketing
- Get Your Ideal Accounting Clients with a Bulls-eye approach
DAVID’S TIP:If you press others on price when you shop, prospects will press you on price. It’s funny how it works.Michael recommends: The more you position yourself in the market as the ONLY logical choice for a prospect, they will do anything to have their pain solved by you, including not negotiating your fees. You must be able to showcase your abilities. Client testimonials work best for that.Getting Client Testimonials for Your Accounting Firm:Testimonials are the most powerful tools for getting new clients. Having descriptive, in-depth testimonials takes the risk off of the prospect. To start, you must have STRONG testimonials (not weak). A weak testimonial sounds very generic: “This Firm did a great job.” That won’t sway anyone.According to Michael, you need 3 things:
- A Backstory: i.e. In 2007, this customer went belly up and revenues dried up. He got into a bind with payroll taxes.
- A Before and After: Before working with Michael, we owed $42,000 to the IRS. After Michael, we only owed $2,500.
- Understand Similar Backstories: 90% of your clients will have similar backstories. This is valuable for your marketing.
- “When did you become a client?”
- “Describe an experience that makes you happy.”
- “Was there any matter that can be improved.
- “Describe 1-2 benefits you (the client) found”