What we know that clients don’t even know they need.
By Sandi Smith, CPA
I’m pretty sure that I am not the only accountant who has made the following mistakes with clients. Here are a couple of ideas to help us remember what we know that the client doesn’t and why it costs us when we forget.
1. Clients do not know how to evaluate our technical skills.
If you need to hire an accountant, chances are you don’t know a lot about accounting. It just follows that you’re not going to be perfect at hiring an accountant. As accountants, we need to remember that it’s not our technical prowess that gets us the job since the client has no way of evaluating that piece.
See more from Sandi Smith:
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Five Fun and Easy Ways to Wow Your Clients
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Five Tips to Manage Your ‘Overwhelm’ Level
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How to Stop Leaving Money on the Table
What gets us the job is when the client decides they LIKE and TRUST us. We need to stop doing behaviors like talking over our clients’ heads and answering all their technical questions for free.