Sometimes those conversations can be with yourself or amongst your fellow teammates, as discussed in this Firm of the Future article by Juliet Aurora.
But what about those times where you have an apprehensive client?
Here is one resource that I come back to again and again. It’s the QuickBooks Online test drive company. It’s a handy resource that you can send to prospective clients who just want to look around QBO without worrying about entering their own data.
How do you prepare for the ‘Move to the Cloud’ talk?
If a client is looking for a change, there’s usually a degree of frustration with their current accounting software. So, it’s important to understand these pain points and see if moving to the cloud will address/eliminate the pain points.
Some clients aren’t looking for a change but while working with them or reviewing their workflow you can see that a change may be good. In the end, the client must be congruent with the decision to move to the cloud or it may not work. I've seen perfect candidates for QBO that refused to let it work because it wasn't "their idea to switch to QBO."
The main benefits I mention are automation (bank feeds come to mind), ease of use, and easy accessibility. I present these as time savers that allow the client to focus on their business and not be stuck in their business records. I don’t try to convince a client to move to the cloud, instead I point out how/where they would save time and effort.
My favorite story on this topic came from none other than former CEO of Intuit, Brad Smith. We got to have one-on-one with him at the Advisory Council meeting. This was one of the questions. Brad delved deep into how secure QBO is (much like your bank information is on your bank's website).
But my favorite line was about whether your information has ever been compromised, hacked or stolen. Most likely the answer to that question is Yes. And where was it viewed? The US government. Here is an article regarding some of their biggest breaches.
@ScottMeisterCPA I love the practicality of this strategy. And, agree 100% on the mindset needed before a move like this is taken on. Plus, we know each business has unique needs which also means the solutions will be different too.
Thanks for sharing your experience!