"We have to stop trading time for money. Hourly billing traps you. It gets you in the cycle of undervaluing yourself. Discounting just to get a client to sign up with you and think that you're going to charge more in the future is another trap. Doing free work, answering quick questions, answering an abundance of emails and never getting paid for it is a trap." -Michelle Weinstein Michelle Weinstein, founder of The Abundant Accountant and The Pitch Queen, talks about how bookkeepers can confidently sell their services without feeling pushy or uncomfortable. Drawing on years of experience helping accounting professionals close high-value clients, Michelle shares simple strategies to increase revenue and build trust with prospects. In this interview, you'll learn: How to overcome fear & hesitation around pricing and sales Questions that turn discovery calls into meaningful conversations How to position your value instead of selling your time To learn more about Michelle, click here. Connect with her on LinkedIn. Time Stamp 00:00 – Why selling is a skill every bookkeeper needs 03:05 – How Michelle helps bookkeepers sell with confidence 05:40 – Shifting your mindset from "selling" to "helping" 08:12 – The biggest mistakes bookkeepers make in sales calls 10:45 – How to ask powerful questions that uncover client needs 13:10 – Why you should never discount your services 15:22 – The difference between pricing & value 18:03 – Turning consultations into lasting client relationships 20:45 – How to talk about money without fear or guilt 24:00 – Using Dext tools to add more value to clients 27:12 – Building confidence through practice & preparation 30:10 – Michelle's top advice for bookkeepers ready to grow 32:30 – Where to learn more about Michelle & The Abundant Accountant This episode is brought to you by our friends at Dext! Dext handles transaction capture, keeps your data accurate, and even simplifies e-commerce reconciliation, all in one place. Join thousands of bookkeepers and accountants who've already made the switch. If you're ready to save time, reduce errors, and make bookkeeping more efficient, Dext is for you! Go to thesuccessfulbookkeeper.com/dext to book a demo TODAY and see how it can transform the way you work!

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