Here’s what you’re looking for: August J. Aquila

MARKETING & SALES

Cross-Sell and Upsell to Earn More Business

person handing a folder to another person

It’s easier and quicker to sell to existing clients than to new ones.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

While most accountants and consultants struggle with trying to sell their services to the next new client, there are two ways to get new and additional business without moving too far out of your comfort zone.

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One way is cross-selling and the other is upselling. Cross-selling is persuading a client to buy other products or services to complement a purchase. Upselling encourages a buyer to purchase a higher-end, more expensive product or service. For example, let’s say you are currently providing estate-planning services to the client, and you get the client to invest in your wealth-management services. Or you have a wealthy tax client, and you advise her to use the firm’s estate-planning or retirement-planning services.
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MARKETING & SALES

The Four Steps of the Personal Marketing Process

Remember we’re in a service business.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

Most new business comes about because of personal marketing efforts. There is a process that your personal marketing efforts need to follow.

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In fact, the only way you will get different results is to change your current marketing process. Let’s look at the four steps in the personal marketing process. READ MORE →

MARKETING & SALES

Eleven Marketing Strategies for Smaller Firms

woman holding eyeglasses and looking at laptop screen

Including the five stages of an inbound marketing funnel.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

Small firm owners know they need to market, but they don’t always know which marketing activities they need to focus on. Here are 11 strategies for increasing your client base that are easy to implement.

MORE by August J. Aquila
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1. Get Known in the Marketplace

Before you start marketing, you need to answer these two questions:

  • Who are you?
  • What do you offer?

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GROWTH STRATEGIES

Marketing Information Is at Your Fingertips

Latina woman working on laptop

Chatbots can get you started.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

A lot of marketing doesn’t work because accountants and consultants just don’t do any or enough market research. Unfortunately, many people think they know their markets and what they want and need, but most don’t have enough information about their target markets. In today’s world, finding information is often just a keystroke away and it won’t cost you anything.

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Most of your market research can be accomplished through secondary research – sources that are already available as opposed to primary research that consists of studies done just for your firm. You don’t have to spend a lot of money to get good market information if you know where to look, especially today.
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MARKETING & SALES

Five Keys to Successful Marketing

man looking at five giant keys on the ground

And three questions to answer.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

There are, of course, a lot of things you can do to have a successful marketing campaign, but here are five that you should seriously consider.

MORE by August J. Aquila
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

 

  1. Create a marketing culture in your practice. At the end of the day, it’s your firm’s culture that drives results. How would you define your current marketing culture? What is important and rewarded in your firm: bringing in new business, identifying new opportunities for existing clients, generating awareness for the firm in the marketplace, or billable hours and administration? A marketing culture is outward looking and helps your people find ways to expand the practice with profitable work.

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