How to Sell Advisory Services
To Bookkeeping Clients

Why Bookkeeping Clients Are Ideal

Selling advisory to existing bookkeeping clients has advantages: trust is established, you know their business, they're already paying you. The sales cycle is shorter and conversion rates are higher.

Setting Up the Conversation

Step 1: Demonstrate Value First

Don't just ask if they want advisory. Show them what advisory looks like. Generate a CFO-style financial analysis report and schedule a meeting to review it.

Step 2: Lead with Insights

In the meeting, lead with insights from the report: "I noticed your cash conversion cycle has extended to 52 days, and your AR over 60 days has grown 40%. This is costing you approximately $X in working capital."

Step 3: Connect to Business Goals

Ask about their goals: growth, profitability, exit planning. Show how the financial insights connect to achieving those goals.

The Advisory Offer

Present advisory as the solution: "What I showed you today is what monthly CFO advisory looks like. You'd receive this analysis every month, plus strategic guidance on how to improve these metrics. Most clients find 2-3 actionable insights per month that more than pay for the service."

Handling Objections

• "It's too expensive" — Focus on ROI: "If this helps you collect $50K faster, what's that worth?"
• "I don't have time" — "That's exactly why you need this. I do the analysis, you get the insights."
• "I'm not sure I need it" — "Let's try for 3 months. If you don't see value, we stop."