Sales: The Presentation - Review | Take the Quiz

What is the Client Service Agreement?

A contract that is binding.

A package of services for a fixed fee.

An online power point presentation.

A sales and marketing technique you use when prospecting.

What is a big selling benefit when using the Client Service Agreement?

That you are completing your services at a fixed monthly fee for a period of 12 months.

That you have a flexible hourly rate.

That you have additional services available that are not shown.

That you have the client locked in for one full year of fees.

Should the client grow significantly, what allows for an increase of the fee on the Client Service Agreement?

A clause at the bottom of the agreement stating you have the right to a review.

A clause at the bottom of the agreement stating you have a right to raise at any time.

A clause at the bottom of the agreement stating you do not have the right to raise the fee for any reason.

A clause at the bottom of the agreement stating your formula for how you set your fee.

What is the standard rate NCI suggest you charge for an installation fee at the start of each new business contract?

$100-200

$300-350

$500-600

$1000-2000

Why is the installation fee printed onto the contract instead of written on?

To be able to slash it off when making your final price.

To show it's non-negotiable.

To demonstrate value.

To help guide the presentation.

How do you justify the installation fee?

We have a one time, tax deductible installation fee, and what that's designed to do is customize your chart of accounts, get you set up with our software, and review your last three years tax returns.

We have a small fee you need to pay to get started with our services. It covers a bunch of services that every small business needs.

You need to pay this fee to become a client, and as a result you'll have access to our expertise from this fee.

This fee is meant to cover the cost of you becoming a client. We don't make any profit on it at all, but we want to make sure we break even.

When presenting the fees for your services, what's the best method to utilize for recurring monthly billing?

Collect a large number or post dated checks with the amount.

Obtain their CC information and a signed sheet with the day of the month and the amount to be billed each month.

Obtain a signed ACH automatic withdraw from their bank with the day of the month and amount to be billed each month.

Don't worry about collecting payment information until after the set up meeting.

What is a major advantage to a fixed monthly fee that is also a selling benefit?

The clients knows exactly how much they are going to pay, and when.

You get paid before you even need to touch the work.

The client knows how much they need to budget for accounting fees for the next 2 years.

You get to have an accurate forecast of revenue.

Why should you offer unlimited consultation?

Most small to mid sized business owners ask the same 20-30 questions which you can answer quickly, plus it's a huge selling benefit.

Your competitors don't offer this.

All of the above.

None of the above.

If you have a client that abuses the unlimited consultation clause, what is a solution?

Raise their fees.

Fire them as a client.

None of the above.

All of the above.

What is the biggest reason people change accountants?

Lack of communication.

Tardiness in filings.

Grammar mistakes

New software to replace accountants.

Why is pick up and delivery still a valid option for obtaining client records?

It allows you to mine for referrals, and keeps up relations.

It allows you to make sure the records are correct.

It gives you an opportunity to prospect the local area.

Don't pick up and deliver records for anyone.

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