8 key questions to get you started. By Martin Bissett Understanding Selling The secret to overcoming failure to correctly implement a successful business development strategy is by “winning your first client” and this starts by being accountable to someone for your performance. MORE ON SELLING: Do You Realize You’re Failing? | Winning Your First Client Now that “someone” may be your fellow partners in the firm. If you are a senior manager, that may be the partner to whom you report. If you’re a sole practitioner or if you don’t find being accountable to your partners helpful, then you can be accountable to your life partner, spouse or another person you wouldn’t want to see you fail.
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.
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 […]
Why your first sale is to yourself. By Martin Bissett Understanding Selling Winning your first client is all about understanding why someone would buy from you before you ever speak to them, before you ever meet them, before you ever start the preparation for talking to them. Starting Today at CPA Trendlines: We’re launching a new program we call “Understanding Selling” – instructive articles and handbooks by Martin Bissett, founder of Upward Spiral Partnership, the U.K.-based consulting firm that develops professional selling and leadership skills for senior managers in the accounting profession. His first book from CPA Trendlines is now available: Understanding Selling in Practice: Winning Your First Client. – The Editors This discipline too often goes unexplained by most sales training programs offered to 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.
Why you can’t believe your own press clippings. By Gale Crosley, CPA Crosley+Co Ever run a race and immediately sense that you got off to an exceptionally fast start? It’s a good feeling, but if your goal is to beat out the competition there’s really only one way to know for sure how you’re doing. And that’s by marking your progress toward the finish line relative to the other racers. The same can be said of efforts to grow your firm. To gauge your progress you have to get outside your own four walls and see how you measure up to the competition.
But only if you’ve done everything else first.
Don’t bother with #5 if you don’t do #1, #2, #3 and #4 first. By Sandi Smith Leyva The Accountant’s Accelerator If getting new clients is a bit of a struggle for your business and you’re not reaching the revenue levels you desire due to too few clients, then the first step is to find out where the process is breaking down. There are five main places:
Tip #5: Get paid before filing. By Sandi Smith Leyva Accountant’s Accelerator Here are some fast tips to help you make the most out of busy season, which is when you have the highest amount of your clients’ attention all year long.