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Salt Lake City Bookkeeping Blog

Say And Accept No To Succeed

Posted by Matt Roberge on Apr 11, 2018 9:00:00 AM

Are you afraid of the word no? Whether it is hearing or saying no, does that have a negative connotation for you?

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Topics: Business Sales, Growth Coach

Why Sales are the Answer to Everything

Posted by Leanne Armstrong on Nov 1, 2017 9:00:00 AM

There’s a very simple reason why sales are so important where small business growth is concerned: sales generate revenue! No matter what industry you’re in, you won’t be in it for long if you don’t have a steady source of income.

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Topics: Business Sales, Sales Advice, Growth Coach

What Your Bookkeeper Can Teach You About Networking

Posted by Leanne Armstrong on Aug 9, 2017 9:00:00 AM

As a low-cost method for connecting with influencers and ferreting out new opportunities, networking remains one of the most effective ways to market your small business. And if it’s true that “your network is your net worth” - as author and technology pioneer Tim Sanders so famously quoted - then having a strong network is very much like having money in the bank.

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Topics: Networking, Business Sales, Sales Advice, Growth Coach

We Stopped Looking For Customers And Grew Our Business

Posted by Matt Roberge on Jun 6, 2017 9:00:00 AM

Several months ago, we stopped looking for new customers. Gasp! I know a complete sin, right? I mean honestly, I was embarrassed. But I had no choice. Here's how it went down.

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Topics: Inbound Marketing, Growth Coach, Accounting Firm Growth, Business Sales

Why You Should Raise Seed Money Through Sales

Posted by Matt Roberge on Dec 21, 2016 9:00:00 AM

I've been meeting with a lot of startup companies lately and many of them are trying to raise a seed round of funding. When I talk with the founders, I get curious and ask a lot of questions. I've drawn one key conclusion about something that I typically find all of them have in common.

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Topics: lean startup, Startup, Investing, Business Sales

Can My Small Business Succeed Without Me?

Posted by Matt Roberge on Sep 19, 2016 1:05:11 PM

Have you ever wondered if your business could succeed without you? How about this: Could it thrive? Let me tell you that the answer to both questions should be yes.

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Topics: Exit Planning, Growth Coach, Business Sales

Small Business Networking - Keeping It Fun

Posted by Joe Mazur on Nov 6, 2013 6:15:00 AM

I sometimes have to find ways to keep myself entertained within our BNI networking group for various reasons, the main one being monotony.   As of late, I have been enjoying the meetings and feel more into them than I have been in past.  The excerise I've been doing the past several meetings is listening to 
other people’s 60 second elevator pitch and substituting bookkeeping in place of their industry.   Right away, a few obvious industries jumped out, such as IT, printing, and title agencies.  However, most recently, our CrossFit expert gave his pitch and it spoke volumes to me.  I’ll get to that in a second, but let me explain the other ones first.

Cutting Corners Vs. Bootstrapping

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Topics: Networking, Business Sales, Marketing Small Business

You Can Accomplish A Lot In Business By Listening

Posted by Matt Roberge on Sep 23, 2013 7:00:00 AM

Listen up; you can accomplish a lot in your business just by listening.  I have to admit that sometimes I am a bad listener.  When introduced to a new person I often forget their name seconds later or just totally blank it out.  The truth is I enjoy talking to new people.  I want to know their story; what they do, what they enjoy, where they have been and where they are going.  When someone is introducing themselves instead of listening I'm often thinking of what question to ask them first.  Once the conversation gets going I'm a great listener and can often recall the smallest details.  I realized a long time ago how important listening is in business.  Just through the simple process of listening you can accomplish a lot in business.   

Sales

Do you go to a networking event or sales meeting and go right into a pitch about yourself and what you do? Are you attracting new clients? Think you could be doing better? See how I started with three questions there? (Ok 4 now).  You should try it too, the results might surprise you.  When I was taking sales coaching lessons one of the first things I learned was to stop telling people about you and start asking questions, tough questions.  Continue to ask your prospect questions until you get the real answer to the problem you are facing.  Here is an example that I might face as a bookkeeper.  

Me: So Mr. Business why are we here today?

Mr. Business: My bookkeeping is a mess.

Me: Oh ok why is that a problem?

Mr. Business: I can't file my taxes.

Me: I see, but taxes are a long way off aren't you worried about your bookkeeping today?

Mr. Business: No I don't look at it on a regular basis.

Me: What if proper bookkeeping could make you more money? 

Mr. Business: Bookkeeping doesn't make money, sales do.

Me: True but how can you measure how sales are doing if you don't have up to date books?

Mr. Business: Hmmm.

Me: What if I could build a bookkeeping system that you could use as a tool to better run your business? Would you be interested in that?

In my example I asked a question every single time.  All I wanted to do was show Mr. Business how I could add value to his business.  I didn't want to appear like every other bookkeeper he has interviewed in the past, I wanted to stand out.  Ask your prospects questions until you get to the real source of the problems they are facing.  

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Topics: Business Ideas, Business Sales, Small Business, Small Business Sales, Small Business Owner

5 Things You Can Do While Growing Your Small Business

Posted by Matt Roberge on Jul 10, 2013 7:00:00 AM

I_Cant_Grow_My_Small_Business.jpgAs I look back on growing my small business, I realize that I wasted a lot of time. I had a few clients and when my operations work was done for the week, I stopped working. It might have been that I was younger then and valued my free time as much as money.

However, now that I have had time to reflect, I realize that I could have grown my business faster if I had wanted to.

I think I knew some of the things I could be doing to grow my business, but I didn't know how to execute, or just didn't want to. Here are five things you can do as a small business owner to help grow your business.

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Topics: Sales Advice, Small Business Growth, Small Business, Entrepreneurship, Scaling A Business, Business Sales, Growth Coach

Why You Need To Stop Working In Your Business Today

Posted by Matt Roberge on May 6, 2013 7:00:00 AM

Right now are you working in your business or on your business? If you don't know the difference let me explain.  I equate working in your business as the operations or deliverables; the tasks that immediately bring money into the business.  On the other hand I consider working on your business to be tasks that are not billable.  Things like networking, online marketing, prospecting and sales are not billable now, but will hopefully lead to billable hours down the road.  So are you working on your business or in your business?  Which area should be your main focus and why?  Here is why I feel you need to consider working on your business to be your main focus. 

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Topics: Sales Advice, Business Sales, Grow Your Business, Small Business, Scaling A Business