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Implement These Two Daily Rituals

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BONUS: Lists to help you focus and measure.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

There’s something special about the word ritual. It sounds sacred, like you wouldn’t dare break it.

It sounds a little mysterious, as if there’s a component you can’t quite control. And it sounds colorful, like something full of character that you would never get bored of.

MORE: Three Ways to Follow Up with Prospects | Are You Throwing Away Profits? | Three Steps to Becoming a Millionaire | How to Use ChatGPT to Create Images | Create a Bad Website in Ten Easy Steps | Leverage Your Strengths to Beat Stress | Are You Crossing Off Your Business Bucket List? | Ten Ways to Make Your Business Irresistible | Five Ways to Target the Low-Hanging Fruit | Are Your Revenue Projections Realistic?
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We don’t think about rituals much when it comes to business, but I think we should. What rituals could you create in your business that will rev up your revenues? Here are two ideas to get your engines started.
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MARKETING & SALES

Six Metrics for Successful Marketing

A spreadsheet and a checklist go a long way.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

One way to help accountants embrace marketing is to fill training sessions with spreadsheets and numbers, things that most accountants love working on. There’s a lot of insecurity around learning marketing, but when accountants hear they need to do some spreadsheets first, they dive right in.

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Here are six numbers I suggest you track:
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MARKETING & SALES

Make CPE Work for You

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Three ways to recoup your investment.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

Attending and learning from conferences can be amazing opportunities for your career or your business. They can also be huge money drains. It’s easy to take a look at the conference registration and make a quick decision about whether we can afford it – or even worse – whether it will clear our credit card limit or not.

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A smart business owner will take a bit different approach. Here’s how to calculate how much revenue or increase in price you need to justify the expense of attending a conference.
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MARKETING & SALES

Five Ways to Hook Better Clients

Word "CLIENT" caught on a treble hook

Aim for a mix at all revenue levels.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

Many accountants serve clients with extremely small businesses that gross six figures a year or even less. These clients are prone to being price-sensitive and often struggle with budgets and cash flow. If you’re serving these clients, you’re definitely meeting an important need in the marketplace, but you may also start to question your own prices, or worse, underprice your services.

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The good news is that, on average, the higher revenues a company earns, the more likely they are to be a higher-quality client for you. Owners with larger companies, on average, are less price-sensitive and less emotional about running their businesses.
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PRICING, FEES & BILLING RATES

Shift Focus Away from Price

Three ways to set yourself apart.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

I hear more accountants grumbling every day about how price-sensitive their prospects and clients have gotten. And they are right, to a degree. The economy has caused even the rich to count their pennies, and the percentage of people who look at a price tag before they buy has increased over the last five years.

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Yet studies show that roughly 54 percent of buyers are NOT price-sensitive, and I would be willing to bet even more are selectively price-impervious depending on what they buy: women’s shoes, men’s cars, personal services, jewelry, vacations, cosmetics and hair, to name a few exceptions.
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Five Thought Patterns That Stunt Your Growth

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Stop thinking small.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

If you feel you should be doing better than you are in business, your unconscious may be holding you back.

The first step is to bring it to the surface. Only then can it be addressed, released and replaced with a belief that will lead you to increased success.

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Here are five of the most common thinking patterns or beliefs that will keep your accounting business from growing.
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PRICING, FEES & BILLING RATES

Five Solutions for Price-Sensitive Clients

Woman complaining to businesswoman at laptop

Do they see the ROI?

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

No matter how small or large your practice is or how experienced you are, you’re probably going to meet some prospect or clients this busy season who are price-sensitive. Many of you try to run from them as far away as possible, and others of you tell me you have to take these clients or you wouldn’t have a full practice.

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So you might already have a solution to dealing with price-sensitive clients that you’re happy with. If you don’t, or are ready for more ideas, this post is for you.
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