WHAT TO SAY

Below you will find actual statements a prospect has said. As time goes on, you will automatically give an appropriate response, but until then we have provided you with suggested responses you can give and practice. Be mindful that your ultimate objective is to set an appointment with an expert who can answer all their questions. Try not to elaborate and definitely do not sell. When in doubt, do not answer, but move to setting up a meeting with someone who can answer specifically and accurately what we can do for them.
GENERAL REPLY
“That is a good question and for that reason I think it would be a good idea to get you and (MP/BDR) together for a short meeting so they can provide you the answers to any and all your questions. After all, they are the seasoned experts in accounting and finance.”
PROSPECT SAY’S
YOUR SUGGESTED RESPONSE
“Are you a staffing company?”
“We provide a wide rage of services specific to accounting. Staffing is not our core offering, but we have specialists that can help you with staffing if that should be what you need.”
“Are you guy’s a temp agency house?”
“We are not a temp agency as much as we are an accounting consulting and service provider. Although we may offer temporary services, we are not a typical temp agency.”
“Are your W2 employees full time all the time or based on project?”
“Yes, they are full time employees. We are fortunate to have plenty of business to our employees busy all the time.”
“Can you remind me what it is you are offering?”
“Of course! Now CFO is an outsource accounting and finance consulting firm. We are similar to Ernst & Young, Deloitte & Touche or KMPG, however, we are more affordable and personable with a high level quality of work.”
“Do you do payroll?”
“Yes we can offer payroll services. Keep in mind, we maintain a team of accounting experts that specialize in specific areas of accounting and finance, so we can do much more than payroll.”
“How about you call me back in a month or so, I am currently out of town.”
“I would be happy to do that. In the mean time I would like to send you a short introduction video about Now CFO that you can review when you get a chance, then you will know better what I will be calling about.”
“How are you any different from a recruiting firm?”
“We are much different from a recruiting from because we are a full service accounting consulting firm, meaning that our offerings cover all aspects of accounting from A to Z.”
“How are you getting my contact information?”
“That’s a fair question. I am not sure exactly how Now CFO obtained your information, but your contact information was passed down to me because the MP in (your city) identified you as a professional in accounting he is interested in meeting.”
“How long have you guy’s been in business?”
“Jim Bennett our founder launched Now CFO in 2005. We have experienced steady growth since then with 16 offices across the country including (your city).”
“How much do you charge for your services?”
“I often get asked that question and my only answer is “it depends.” As a consulting firm that offer a variety of services there are too many variables to answer that specifically.”
“I am curious how you found out about us?”
“(MP name) The Managing Partner in (your city) gave me your contact information and asked me to try and set up a meeting with you to get acquainted in hopes we might be a resource to each other someday.”
“I am getting ready to leave out of town, check back next month.”
“I would be happy to do that. In the mean time I would like to send you a short introduction video about Now CFO that you can review when you get a chance, then you will know better what I will be calling about.”
“I cannot meet with you – all appointments go through corporate”
“OK I understand. (MP name) the Managing Partner (your city) asked me to contact you specifically to meet. If you cannot meet with him, can you provide me with the name and contact information of the person who can possibly meet with (MP name)?”
“I don’t mean to be rude, but I have a lot going on right now and I’m not interested”
“I am so sorry to have caught you at a bad time. How about I send you our short introduction video so you can have that on file just in case things change and I’ll check back with you by email in a few months to see if you have any questions.”
“I don’t need you now, but maybe things will change”
“We don’t expect you to need our services now. We are most interested in getting to know you and learning more about your background and what your company does. If you like us, you will contact us when the time is right for you.”
“I don’t see baring any fruit with a meeting, so I am going to pass on this one”
“You may be right. However, we look forward to meeting accounting professionals like yourself because the future has proven to us that our relationships is our greatest resource.”
“I don’t spend a lot of time with vendor relationships”
“I get that, if we were vendors. We prefer to think of ourselves as professionals getting to know other professionals. Our relationships with accounting (business) professionals is how we’ve grown our business.”
“I got the email, but I wasn’t sure what it was about”
“Well maybe it’s a good thing I called then. Now CFO is a full service accounting-consulting firm. I would like set up a short meeting with you to learn more about your background and business and share a little more with you about what we do.”
“I have met with you guy’s before”
“That’s great to hear! Can you tell me when you last met and with whom? How did that meeting go? Sounds like that might have been awhile ago. A lot is different since then, how about we get together again and catch each other up?”
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