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:
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.
By Sandi Smith Leyva Accountant’s Accelerator Adding revenue does not have to take much time or money. Start by going after the low-hanging fruit. Open Excel or your favorite spreadsheet tool, and make a worksheet from the sales numbers in your accounting system. List the name of each current, active client you have in the rows of the spreadsheet. Across the top, make columns for each service you offer. For example, if you offer tax, bookkeeping and QuickBooks consulting, you will have three columns. You can break your revenue out any way you like. The more columns, the better. Then, drop in your revenue numbers from your accounting system. In QuickBooks, you may be able to run your Sales by […]
By Sandi Smith Leyva, CPA Accountant’s Accelerator Most of the time, being an accounting entrepreneur is a delight, an honor and a great way of life. Every once in a while, there can be those days where you just need a little moral support for one reason or another.
How to help them take initiative and allow you to be proactive. By Hitendra Patil Pransform Inc. Neuroscience studies have shown that fear is a far bigger driver than we would ever care to admit. According to Kevin Hogan, author of The Science of Influence: How to Get Anyone to Say “Yes” in 8 Minutes or Less!, “most people react to the fear of loss and the threat of pain in a much more profound way than they do for gain. They overemphasize the importance of pain by about 2.5:1 in decision making.” Your customers and prospects fear that their actions or inactions will cause bad things to happen, or bad things can suddenly happen to them. It’s therefore important to […]