How to communicate your value. By Sean Stein Smith, CPA, CMA, CGMA A Fresh Pair of Eyes Communication is, of course, the key to any successful business or organization. Without effectively communicating the value proposition that the business is offering, the business will not be in business for very long.
Topic: new clients
4 essential habits for building client trust. By Bruce W. Marcus In the firm with a strong marketing culture, getting the client is only half the battle. The other half is keeping the client. It’s done with more than just doing good work. In fact, most clients, surveys tell us, don’t really know how good or how bad your work is. Why should they? It’s not the business they’re in. They have to trust the accountant. More Professional Services Marketing 3.0: • The Four Cornerstones to Building A Marketing Culture • The Nine Hallmarks of a Marketing Culture • Getting the Client is Only Half the Battle • Practice Development: It’s Not Rocket Science • Nine Fundamentals for a Healthy […]
How to learn from clients’ spoken and unspoken needs and desires. By Sandi Smith Leyva, CPA Accountant’s Accelerator I feel extremely fortunate to have such a wonderful set of clients that I have learned much from the last few years. Here is a list of lessons learned that I hope will inspire you to work with your clients in new ways.
…And spell success. by Bruce W. Marcus Professional Services Marketing 3.0 Typical proponents of Professional Services Marketing 3.0 are accountants who have learned to think and act like marketers, accountants who have developed new kinds of accounting firms, and new kinds of governance structures.
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 Accountant’s Accelerator I feel extremely fortunate to have such a wonderful set of clients that I have learned much from the last few years. More for soloists and small firms: 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 Money-Making Strategies to Take You Beyond QuickBooks | Proactive Ways to Get More Referrals | The Three Biggest Money Leaks in Your Practice | New Client Opportunities with Mobile Apps | Six Questions to Launch Your Summer Strategy Sessions | […]
Start with a spreadsheet. By Sandi Smith, CPA Accountant’s Accelerator Here’s a great spreadsheet exercise you can do to identify what I call “low-hanging fruit,” which means added revenue that will not take too much time or money to go after. Open Excel, and start a worksheet from the sales numbers in your accounting system. More at CPA Trendlines for soloists and small firms: The Hot New Tech Product for Automated Data Entry | Five Value-Add Service Areas to Take You Beyond Bookkeeping | Six Money-Making Strategies to Take You Beyond QuickBooks | 10 Ways to Add a “Money Maker” Hour to Your Day | 11 Sources of Wealth We Can Celebrate | Nine Value-Adds to Command a Higher Fee | […]
By Sandi Smith Leyva, CPA Accountant’s Accelerator There are many great things about getting referrals. First, referrals have a built-in trust that helps you move through the sales process faster. Second, there’s almost no marketing cost involved. Third, they tend to make a better long-term client. Unfortunately, many business owners take a reactive approach to referrals, waiting until they come to them, rather than a more profitable approach, which is to proactively maximize referrals. Here are five proactive ways to boost referrals: