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

Maybe you can help a client at the same time.

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

Just in case you have run out of marketing ideas, what follows is a laundry list of activities for your consideration. Any marketing activity you undertake needs to start with an understanding of your market, and then develop the activity around those needs. Marketing is about getting in front of your targets so that they can see how much you can help them.

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Create your activities around this concept: “I will provide my clients and prospects with valuable information in order to help them determine that I (or my firm) can best solve their problems and satisfy their needs.”
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If you’re not the best, what are you?

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

There is only one person who can make your practice better. That person is you if you are a sole practitioner. If you are a multipartner firm, then it’s up to all the partners and senior staff. Let’s explore how you get your firm to the next level.

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Do you tolerate mediocrity? Tolerating mediocrity is the death of many good firms. Whenever and wherever you see it in your firm, stamp it out fast. Here are some questions to ask yourself and your partners to see if you are hanging on to what’s comfortable rather than stretching yourself and your partners to truly excel.
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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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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 →

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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