Referrals remain stalwart. Social media weakens. Websites advance. By CPA Trendlines Some practices just need more clients. Some need a more cost-effective way to find them and sign them up. Some are looking for ways to liberate their less profitable or more difficult clients and replace them with others more conducive to getting the job done with minimal hassle and maximum moolah. The new Accounting Firm Operations and Technology Survey gives us some insight into what firms across the nation are doing to attract clients. To no one’s surprise, referrals from current clients remains the most common source of new clients. No fewer than 95.1% of respondents report referrals as a sales channel. That number was close to consistent across […]
Make sure you fully understand their needs. QUESTION: I have a couple of clients in a number of industries and when I ask for referrals they tell me they do not want me to handle competitors of theirs, yet I know of many CPA firms that have large amounts of clients in concentrated industries. What am I doing wrong? MORE PRACTICE DOCTOR Q&A: How Much Should You Pay To Buy, Sell or Merge an Accounting Practice? | Is Joint Representation a Conflict? | When Large (or Any) Clients Need Backup Assurances | When Is It Time to Merge? | What Goes in a Client’s Permanent File? | 6 Ways to Take a Client Beyond Tax Prep | 18 Ways to Blow […]
If you don’t ask, you can’t know. If not now, when? By Jean Marie Caragher The 90-Day Marketing Plan for CPA Firms Tax season is the perfect time to identify cross-selling opportunities, strengthen client relationships and ensure client satisfaction. Consider asking your clients the following 14 questions this tax season. You may discover a new gold nugget of opportunity:
Be proactive, rather than waiting for business to come to you. By Martin Bissett Winning Your First Client Have you noticed all of those titles in the local bookstore or at the airport offering us the “key” to this and the “key” to that, the “six keys” to one thing and the “four keys” to another? It also seems that every book is a “game-changer” now, to the point where it is difficult to understand what the game is anymore, never mind how to play it. MORE ON SELLING: Selling vs. Attracting to Build Relationships | When Selling, Don’t Chase New Fees, Attract Them | Selling Accounting Services Doesn’t Have to Be Hard! | ‘Selling’ Isn’t a Dirty Word | 8 […]
Do these right and your revenues should benefit, too. By Sandi Smith Leyva The Accountant’s Accelerator As you build your relationships with your clients, it’s always a good thing to see how you can serve them even better. Here are 11 ways you can add value to your existing services that will enable you to stand out from the competition, serve the client better and put more green in your bank account. MORE ON SMALL-FIRM GROWTH STRATEGIES: 5 Things You Know That Clients Don’t | 3 Ways to Test Your Revenue Forecast | 8 Must-Haves for a Prospect Kit | Whip Out the Wow Factor for Clients | How to Work the Same Hours and Make More Money | If You’re […]
Turn the habits of everyday friendship into business skills. By Jean Marie Caragher The 90-Day Marketing Plan for CPA Firms 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. 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, especially during tax season, prime time for in-person client contact.
These tips work for boosting referrals, too. By Sandi Smith Leyva The Accountant’s Accelerator Networking is an essential part of building your business. MORE ON SMALL-FIRM GROWTH STRATEGIES: 5 Things You Know That Clients Don’t | 3 Ways to Test Your Revenue Forecast | 8 Must-Haves for a Prospect Kit | Whip Out the Wow Factor for Clients | How to Work the Same Hours and Make More Money | If You’re a ‘Best-Kept Secret’ Cut It Out! | 5 Ways to Turn a Tough Day Into a Great One | Take Advantage of 4 Key Marketing Strategies | Four Ways to Stop Leaving Money on the Table Whether you network locally, nationally or internationally, there are some tips that are […]
To most of us, this is Busy Season. But to a marketer like Jean Marie Caragher, it’s Opportunity Season. Caragher, author of The 90-Day Marketing Plan for CPA Firms, here offers three simple and easy strategies for leveraging practice-building opportunities while also pushing out tax returns.
Accounting and legal professions mourn loss of pioneering innovator in professional services marketing. By Rick Telberg CPA Trendlines The accounting profession lost a pioneer and innovator when Bruce W. Marcus died last month. And many of us lost a beloved friend. Bruce W. Marcus started life as a child actor and went on to become a newspaper reporter for the legendary Brooklyn Eagle, an NBC radio dramatist, a speechwriter for national politicians, an advisor to Fortune 500 companies and, finally, a renowned pioneer in marketing and advertising for law and accounting firms. He died Dec. 1, 2014, at the age of 89 after a long illness and had lived in Branford, CT. Marcus had a far-flung career that spanned the […]