EP501: Michelle Weinstein – How To Confidently Sell Your Bookkeeping Services

Michael Palmer: 80% of sales conversation, you should be listening. 20%, you should be doing the talking. You're basically a guide, very similar to if you go to a museum, a guide shows you around the museum. They take you to the gift shop, they leave you there. If you wanna buy stuff, you can. If not, no one's pushing you. No one's trying to convince you. You're listening to The Successful Bookkeeper with your host, Michael Palmer. Listen each week as inspiring guests share their secrets of success to help you increase your confidence, work smarter, and build a business you love. This episode of The Successful Bookkeeper is brought to you by purebookkeeping.com, the proven system to grow your bookkeeping business. Welcome back to The Successful Bookkeeper Podcast. I am your host, Michael Palmer, and our guest today is a seasoned entrepreneur, master of sales, and the founder of The Pitch Queen and The Abundant Accountant, here to talk about how accountants and bookkeepers, tax pros, and pretty much anyone in between, quite frankly, can sell higher value services without feeling sleazy or desperate. Michelle Weinstein, welcome back to to the show. Thank you so much for having me back. It has been a while and I'm excited to be back with you. You bet. You bet. Yeah, we were talking, it's been a while pre-COVID, so lots to catch up on. And as I mentioned, this is always, I don't know that anyone could listen to this topic enough. You know, it's one of those things that there's always so much opportunity. So I'm looking forward for our listener to get lots out of this, but Before we do that, yeah, it's been a while. Could you share a little bit about yourself and how you ended up doing what you're doing today?

Michelle Weinstein with Dext ad (November 11th 2025): Yeah, well, I mean, I started out working at Moss Adams out of college with a finance degree. I was in their M&A group and just really enjoyed working with the professional service providers like CPAs, EAs, accountants, bookkeepers. And my, my life pivoted for about a decade. I got into a food manufacturing business that I started and pitched on Shark Tank and got inside the 10 Vitamin Shoppe stores. And I was on this mission to conquer, uh, having a personal chef at an affordable price, but not enough people in America really wanted it at that time. So I said, well, what am I gonna do next? And I realized that accounting, tax, bookkeeping firm owners were brilliant technically, but struggled with