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 Understanding Selling 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. When it comes to winning new work in professional services, we must first build a relationship. The game hasn’t changed at all in that respect.
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 […]
And avoiding disaster. As a firm owner, you can’t risk putting a dent in your reputation with a poor salesperson. But how and where do you find a good salesperson? Successful CPA firms tell CPA Trendlines of five ways:
Got the personality of an actuary? No problem. So, many CPA firms have been launching soft skills training to help their professionals meet people, network better, and, hopefully, land more business. Trainer and facilitator Arnold Sanow, MBA, CSP, reminds us that Dale Carnegie once won a major sale by being a great conversationalist – without saying more than a few words.
Try these 6 ideas to stop losing business to competitors. By Sandi Smith Leyva The Accountant’s Accelerator It’s rare that I lose business to competitors, and it’s also not an accident. If you are losing business to your competitors, here are some strategies you can use to “become a category of one,” as they say in marketing.
Learn how to recognize and participate profitably in the incoming tide. By Bruce W. Marcus Professional Services Marketing 3.0 Professional Services Marketing 3.0? This from someone who has written, spoken, railed against jargon and gimmicks? Well, yes, because in this rapidly changing economic environment, intensely competitive landscape and highly charged computer age, it’s the best way to define significant evolution from one distinct period to the next. But, that’s exactly what’s happened – and is happening – with CPA firms. And in management practices, business models and structure as well.
Five reasons this is the wrong time to take your eye off the ball. Firms need to look at the busy season as a stepping stone, while their clients are focused on taxes and accounting more than any other time. Here’s why you need a business development strategy in busy season: