In this report: Three short checklists to convert new prospects to new clients from Sandi Smith, CPA and creator of Accountant’s Accelerator.
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Try instead: ‘That’s something we can do after you hire us.’ Question: I usually give away too much info at a meeting to get a new client. We simply answer too many of their questions during the initial meeting. We don’t know how much info to give away so the possible new client will get hooked and not take the information and run to somebody else. Usually the somebody else is cheaper. How do I find the right balance?
Options to grow your profits besides raising revenue and lowering costs. By Sandi Smith, CPA Accountant’s Accelerator Many accountants these days are anxious to hit the golden $100,000 mark this year. Others are interested in growing their revenues steadily and incrementally. Still others are focused on lowering costs, raising profits from that side of the equation. More for soloists and small firms: Seven Checklist Secrets for Turning Tax Season into Opportunity Season • How to Stay Energized, Upbeat, and Thinking Bigger through Busy Season • Seven Ways to Wow Your Prospect • 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 [...]
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Learn how to read the scorecard. by Nick Keseric I have a good friend Tucker who over the years has collected over 10,000 golf scorecards from all over the world. People, even strangers, know of his quest and send stacks of scorecards to his mailbox each year from their travels. And like a proud father, he’ll pull out his latest batch of cards to show with great pride. More Nick: Six Ways to Stay Positive in 2013 • Seven Steps to Leverage the Power of Positivity in Your Firm, Your Career and Your Life • Nine Bridges to Cross in Business Development for Accounting Firms • If Business Development Is a Circus at Your Firm… • My [...]
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Use your time with the client to ask about more than just this year’s tax return. By Sandi Smith, CPA 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. More for soloists and small firms: How to Stay Energized, Upbeat, and Thinking Bigger through Busy Season • Seven Ways to Wow Your Prospect • 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 [...]
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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 [...]
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Including a sample engagement letter. Question: Some of my clients are getting older and are becoming unable to handle their own financial affairs and I have been asked if I could assist them. What is involved and how do I charge for it? Ed Mendlowitz, VPA, PFS, ABV, responds: Many large firms provide “family office” services. This is a complete one stop financial service that helps clients manage their money, pay their bills, collect their dividends and interest, and make sure insurance isn’t cancelled, mortgage, car lease or condo fee payments aren’t skipped, and tax payments paid on time. More from Ed: Seven Ways to Increase Fees in 2013 | 10 Best Practices for Tax Season | Nine Healthy Things To [...]
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First: Are your fees high enough? by Ed Mendlowitz, CPA Author of “Implementing Fee Increases” and “The Tax Season Opportunity Guide.” Increase your fees 3-5% at a minimum – to offset your increased costs. Deliver your bill with the return. Call clients before return is sent to explain and give a heads up for unexpected results.
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How to remain on track despite setbacks and detours. by Nick Keseric Is there a change? Is the economy showing some slight signs of getting a little bit better and stronger? Is it the beginning of a new year that brings new hopes? I actually believe that some of those frowns that people have been wearing for years are beginning to be turned upside down a little more these days. Do I dare say it, but are we becoming more positive?
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The pragmatic six-step way to evaluate potential new clients. By Sandi Smith, CPA Accountant’s Accelerator Every week, do you get wonderful, exciting calls from new clients who want to use your services? You might want to talk with every one of them to get the sale. The problem is, if you do, you’re likely to go bankrupt. Let me explain. More for soloists and small firms from at CPA Trendlines: Five Ideas to Reduce Client Price-Sensitivity • Rise to the Top with a Fresh Elevator Speech • Four Ways to Practice Entrepreneurial Perseverance • 5 Mistakes to Avoid When Seeking New Clients • The Success Secrets Women Already Know • His and Her Brains at Work in Tax and Accounting • The Power of Deadlines in [...]
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3 tips for a powerful pitch. By Sandi Smith, CPA Accountant’s Accelerator An elevator speech is that short and sweet 30-second answer to the question “What do you do?” In networking circles, it’s critical that your elevator speech is clear and interesting. If it’s not, people will be confused, and no one who is confused will know how to refer you to others. More for soloists and small firms from at CPA Trendlines: Four Ways to Practice Entrepreneurial Perseverance • 5 Mistakes to Avoid When Seeking New Clients • The Success Secrets Women Already Know • His and Her Brains at Work in Tax and Accounting • The Power of Deadlines in Closing a Deal • On the Road to a Stress-Free Life: Identify [...]
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Success comes to those who go out and find it. by Nick Keseric So what’s wrong in being upbeat and positive? Nothing at all. This is not about rose colored glasses. More on the entrepreneurial accountant: Nine Bridges to Cross in Business Development for Accounting Firms | If Business Development Is a Circus at Your Firm… | My Attitude??? What’s Wrong with My @#$%! Attitude? | Curious Minds Want to Know: Are You Helping or Selling? | The Six-Step Roadmap for CPA Change Agents | 20 Biz Dev Ideas for Your Career and Your Firm | Given today’s world, if you are waiting for good things to happen to you, you better get a comfortable chair because that train isn’t [...]
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How to change your thinking to prevail over the toughest of circumstances Perseverance is a skill that anyone can learn to not only survive, but thrive through life’s curves. When adversity strikes, it’s not what happens to you but how you respond to what happens to you that has the greatest impact on your life. More for soloists and small firms: How to Win New Clients with a Freebie Strategy • The Success Secrets Women Already Know • Why You’re Missing Out on 98% of Your New Business Potential • The Missing Ingredient in Your Marketing That Will Make All the Difference • 3 Steps to Start Running on Millionaire Time • On the Road to a Stress-Free Life: Identify Your [...]
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Build trust by giving prospects a small sample of value. [For another view, see When NOT to Offer a Free Initial Consultation] By Sandi Smith, CPA Accountant’s Accelerator Today’s biggest marketing challenge for soloists and small firms is getting people’s attention, then getting their trust. One way to completely overcome the trust issue is to let prospects receive a small sample of value from you at no charge. RELATED: The Success Secrets Women Already Know • Why You’re Missing Out on 98% of Your New Business Potential • The Missing Ingredient in Your Marketing That Will Make All the Difference • 3 Steps to Start Running on Millionaire Time • On the Road to a Stress-Free Life: Identify Your Character [...]
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Who gets more out of their employees, men or women? By Sandi Smith, CPA Accountant’s Accelerator If you guessed women, you’re right. Women possess natural relationship skills that help them build loyalty, foster productivity, and spark motivation. RELATED: Why You’re Missing Out on 98% of Your New Business Potential • The Missing Ingredient in Your Marketing That Will Make All the Difference • 3 Steps to Start Running on Millionaire Time • On the Road to a Stress-Free Life: Identify Your Character Strengths • The Power of Deadlines in Closing a Deal • His and Her Brains at Work in Tax and Accounting • 5 Mistakes to Avoid When Seeking New Clients • The Top 12 Business Card Blunders Accountants Make [...]
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Are we giving it away too easily? Ed Mendlowitz answers some of the toughest questions practitioners can throw at him. He’s the right one to ask. After more than 40 years in the business – building his own practice, running the firm, and eventually selling it to a major regional firm, WithumSmith+Brown, where he remains a senior partner and consultant to professional services clients – he has the answers. RELATED: Measuring Growth in Yourself, Staff and Partners | What Do You Think You’re Doing? | Can You Teach Judgment? | Clients’ Calls At Home | What You Need to Know before Expanding into Business Valuation | Asking an Attorney for a Referral Fee | Are Partner Retreats Really Worth the [...]
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Three things that are different. By Sandi Smith, CPA Accountant’s Accelerator Are men’s and women’s brains different, when it comes to the workplace? The answer is a resounding YES, and more importantly, science is finding that men and women work differently. When a woman works like a man does, her health suffers More for soloists and small firms from Sandi Smith at CPA Trendlines: 5 Mistakes to Avoid When Seeking New Clients • The Top 12 Business Card Blunders Accountants Make • Seven Tips to Keep the Clients You Have • How to Attract Clients Like a Magnet • Eleven Easy Ways to Deliver More Value to Clients • Five Things Accountants Take for Granted That Costs Them Revenue• What’s [...]
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