"We have to stop trading time for money. Hourly billing traps you. It gets you in the cycle of undervaluing yourself. Discounting just to get a client to sign up with you and think that you're going to charge more in the future is another trap. Doing free work, answering quick questions, answering an abundance of emails and never getting paid for it is a trap.”
- Michelle Weinstein
Michelle Weinstein, founder of The Abundant Accountant and The Pitch Queen, talks about how bookkeepers can confidently sell their services without feeling pushy or uncomfortable. Drawing on years of experience helping accounting professionals close high-value clients, Michelle shares simple strategies to increase revenue and build trust with prospects.
In this interview, you’ll learn:
- How to overcome fear & hesitation around pricing and sales
- Questions that turn discovery calls into meaningful conversations
- How to position your value instead of selling your time
To learn more about Michelle, click here.
Connect with her on LinkedIn.
Time Stamp
00:00 – Why selling is a skill every bookkeeper needs
03:05 – How Michelle helps bookkeepers sell with confidence
05:40 – Shifting your mindset from “selling” to “helping”
08:12 – The biggest mistakes bookkeepers make in sales calls
10:45 – How to ask powerful questions that uncover client needs
13:10 – Why you should never discount your services
15:22 – The difference between pricing & value
18:03 – Turning consultations into lasting client relationships
20:45 – How to talk about money without fear or guilt
24:00 – Using Dext tools to add more value to clients
27:12 – Building confidence through practice & preparation
30:10 – Michelle’s top advice for bookkeepers ready to grow
32:30 – Where to learn more about Michelle & The Abundant Accountant
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