Build A Focused Firm with Hector Garcia, CPA

Sales Process & Onboarding

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In part 4 of our 8-part series, we'll learn how to create a disciplined, consistent process to win and onboard customers.

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  • (00:00) - Filtering out bad clients
  • (00:24) - Welcome to Part 4: Sales Process and Onboarding
  • (03:52) - Pre-Sales Strategy
  • (04:31) - Defining a few key concepts
  • (07:06) - Customers perspective
  • (09:23) - Value and guarantees
  • (15:46) - Pre-sales marketing strategy
  • (17:57) - Thank you to our sponsor, Avalara
  • (19:42) - Sales Process Step by Step
  • (23:30) - The 5 filters of client selection
  • (42:09) - Summary of what these "filters" mean
  • (44:03) - Lets apply this theory to a real world example
  • (48:31) - The why conversation
  • (58:11) - Asking key questions about expectations
  • (01:08:41) - Delivering a proposal
  • (01:11:51) - Some viewer comments
  • (01:15:08) - Onboarding
  • (01:26:49) - Thanks for joining, where to watch live and how to earn free CPE
  • (01:27:44) - 3 exercises to do if you enjoyed this lesson

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    Build a Focused Firm Session #4 Slide Presentation
    https://drive.google.com/file/d/1Dorglzauml2LS52ak88ZsHBykGsflUMv/view?usp=sharing

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    https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

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    Connect with Hector Garcia, CPA:
    Website: http://hectorgarcia.com
    LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

    Connect with Blake Oliver, CPA:
    LinkedIn: https://www.linkedin.com/in/blaketoliver
    Twitter: https://twitter.com/blaketoliver/

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