How to recognize client potential

You know what your clients need, but sometimes your staff isn’t as adept at recognizing those needs when they’re dealing with customers or reviewing documents. And though we hear often that accountants wait for that first customer to ask them for bill pay services, oftentimes those clients won’t recognize the need or the solution themselves.

Your staff are on the front lines. They’re your best resource to identify when your bill pay service can provide a valuable answer to a client’s challenge. To find the best candidates for Bill.com, look for those with the characteristics you outlined in section one and start making a list of clients in your portfolio that fit this persona.

How to recognize client potential

When it comes to financial pain points, the devil is in the details. Knowing the needs of your ideal client, your staff can start to identify the symptoms in their financials or in conversation. Here are some key indicators to be on the lookout for:

  • Their vendor and/or customer list is growing
  • Habitually paying late fees or other related fees they could be saving on Inconsistent bill pay habits or lack of organization
  • Often missing documentation, creating exceptions
  • Increasing headcount to help manage their back office
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How to have productive conversations with clients

After you've identified client potential, it's time to reach out!