06/18/2025
Here is what I am learning about selling as a bookkeeping business owner
I was cold called at 9am on a Monday morning at a time when I should have been cold calling myself and learned through inverting what not to do on a cold call.
Sell what a person does not need.
No relationship.
Force a sell on the first call.
Selling can be simple.
Sell what a person needs.
Build a relationship.
Then end with price once you establish the need and relationship.
Being in the business of knowing a person’s life’s mission (their business) and helping them understand their numbers has to come from a personal relationship. I do not intend on selling on a first cold call, but asking for a time on that person’s schedule to have a formal conversation on how I can help their business.
“I hold fast to the notion that until someone repeatedly says no and adamantly refuses another word on the subject, they’re in the process of saying yes and don’t know it.” - Dee Hock’s (founder of VISA) sales technique
“If we’re all gonna eat, someone’s gotta sell.” - Ken Griffin (Citadel) had the choice of taking one item off a mentor’s desk and took this $10 plaque
