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.
Topic: new clients
…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:
by Jean Caragher Capstone Marketing / SevenKeys CPA Since strong client relationships contribute to client satisfaction, longevity and lead generation, partners often encourage their managers and staff to build relationships with their clients. But these managers and staff look at the relationships their firm’s partners have built over time and think it’s impossible to replicate their results. However, building relationships with clients can be done using the same behaviors that we use when building friendships and courting our spouse or significant other. Consider these 12 tips to build client relationships:
And stand apart from the competition. By Sandi Smith, CPA Accountant’s Accelerator As the competition for clients heats up, it’s time to pull out all the stops and make your prospect feel like you’ve rolled out the red carpet. More for soloists and small firms: • Rev Up Your Revenue with These Two Daily Rituals • 10 Tips for Creating More Energy this Tax Season • Take a Cue from Venture Capitalists: Your Firm Needs a Brain Trust Trinity • Accountants, Do You Know Your Opportunity Number? • Five Ideas to Overcome Client Price-Sensitivity • 5 Mistakes to Avoid When Seeking New Clients • 3 Steps to Start Running on Millionaire Time • The Missing Ingredient in […]
Including six situations that demand you call the client immediately. by Ed Mendlowitz Tax Season Opportunity Guide Occasionally accountants lose touch with their clients, especially during tax season. Part of this is because of the crush of work, which is compressed into a pretty short period. We sometimes lose sight that we are working on something the clients consider one of the most important things in their lives at that moment. Clients are not numbers on a list that needs to be reduced – they are all individuals and consider themselves very important people and want professionals that treat them accordingly. It is attitudinal, and accountants must adopt that mindset and transmit that through to their culture. Following are a […]