Peter Vander Wall says professionals lose clients by selling tax strategies and reports instead of outcomes. Interview your best clients about what problems you solved and what they actually value, then build your pitch around their answers, not the features.
Nobody wants to buy from you because you're selling the wrong thing. You're pitching the features, the tax strategies, the monthly reports. Your ideal client doesn't care about any of that stuff. They don't even know what that stuff is. Like, how many of your clients know what a 1040 is? Come on. They're selfish. They care about what these things actually do for them. And so this gap between what you're saying right now and what they're actually looking for is what's making it really, really hard for you to actually grow your business effectively. So here's an exercise I want you to do. Right. Good. Go to your best clients, the ones who happily pay you, the ones who send you the referrals, the ones who've stuck around forever. And I want you to ask them these three questions. What stood out to you that made you want to sign up with us? What's the biggest problem we've been able to solve for you? What do you value most about the experience working with us? Then you build your messaging and all of your marketing around these three answers.
How This Bookkeeper Scaled From $30k/mo → $92k/mo in 2025 [LIVE WORKSHOP RECORDING]
