How to help them take initiative and allow you to be proactive. By Hitendra Patil Pransform Inc. Neuroscience studies have shown that fear is a far bigger driver than we would ever care to admit. According to Kevin Hogan, author of The Science of Influence: How to Get Anyone to Say “Yes” in 8 Minutes or Less!, “most people react to the fear of loss and the threat of pain in a much more profound way than they do for gain. They overemphasize the importance of pain by about 2.5:1 in decision making.” Your customers and prospects fear that their actions or inactions will cause bad things to happen, or bad things can suddenly happen to them. It’s therefore important to […]
Topic: client service
By Marc Rosenberg How CPA Firms Work The CPA’s training is geared to identifying problems that clients are experiencing and giving recommendations for improving the company. This leads to producing what is known as the “Oh wow” feeling from a client. Efforts to super-please clients are what it takes to satisfy clients’ needs, retain them year after year and get them to make unsolicited referrals of other companies. Here are 20 things that CPAs do that their clients rave about:
By Sandi Smith Leyva, CPA Accountant’s Accelerator Except for the usual tax due dates, this time of year can be slow for some accounting firms and especially some tax firms. But it doesn’t have to be if you know what to do. Here are three ideas you can use to boost your revenue, not just this month, but all year long.
By Hitendra Patil Pransform Celebrity Author Anthony “Tony” Robbins identified six fundamental human needs that everyone has in common, and states that all behavior is simply an attempt to meet those six needs. These Six Human Needs are Certainty, Uncertainty/Variety, Significance, Connection/Love, Growth and Contribution. As an accounting services provider, if you can identify the ways to meet these six needs of your clients (and your staff), if you can recurrently and consistently do things that lead to clients (and your staff) actually experiencing the satisfaction of these needs, you are more likely to improve your firm’s performance. The question to ask is, “WHAT should I do to ensure that my services/products fulfill these needs of my clients?” For now, […]
Above and beyond accounting, you need business know-how. By Sandi Smith Leyva, CPA Accountant’s Accelerator We’ve worked super-hard on gaining our accounting, tax, and auditing skills. Those skills alone will keep us working as employees for someone else, but what if we want to go out on our own or grow our business beyond what we have now? More for soloists and small firms: The Seven Essential Components of a Simple Marketing Plan for Accountants | Take Six Big Steps to Go Beyond Compliance Services | When Your Business Needs to Be Rebooted | Two Steps to Easy Cross-sells | The Hot New Tech Product for Automated Data Entry | Five Value-Add Service Areas to Take You Beyond Bookkeeping | Six […]
Beat the billable hour by doing more than just taxes or QuickBooks. By Sandi Smith, CPA Accountant’s Accelerator As compliance services become more commoditized and automated, accountants are faced with how this affects their practice and their bottom line. They can: Serve a higher level client that requires greater complexity, making themselves fairly immune to these changes Serve a larger number of clients to offset a drop in revenue per client averages Add new services to their practice to boost revenue per client Those are pretty much the options available to keep profits from shrinking. But today I want to focus on the third point above, adding new services, and provide you with some ideas on how you may be […]
Question: I am on the board of directors and am treasurer of a not for profit organization. One of the board members is an officer of a commercial bank where we have our accounts. The organization wants to get a one-year CD with some excess funds they have. It turns out that the interest rate is less than half of what we could get from a local savings bank. I suggested that we open the CD in the savings bank and the bank officer got very agitated and threatened to cut off the bank’s support of the organization if we did not keep the funds in his bank. The bank is a substantial contributor to the organization, and I […]