Focus on what they need, not what you want to sell.
By Jody Padar
The Radical CPA
When you look at your practice from a sales and a marketing perspective, make sure you have enough leads coming in your door because you have to be okay if someone doesn’t like your fixed price. As accountants, we accept way too much bad work just because it’s there under the guise of the firm needs to “pay its bills.”
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As your firm matures you have to get rid of your yucky customers because your yucky customers will bring you down. They bring down your firm and your team will get frustrated. Bad customers are culture killers. Part of running a good firm is clearing out the bad customers.
Look at those A, B, C and D list customers, and get rid of the D and maybe some C customers so that you have more capacity to serve the good ones. If they’re not the right fit for your firm, you have to be okay with that. Just know, there’s another one going to come along soon. As Ron Baker says, “You can never price the wrong customer.”
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