Networking for Fun and Profit

Young man riding hour hand of clockHow to make business development fun, and not a dreaded, anxiety-provoking activity.

BONUS CHECKLISTS with 57 ITEMS: From 15 simple conversation starters to top 5 mistakes.

By Marc Rosenberg
The Rosenberg Practice Management Library

Networking is creating a group of acquaintances and professionals and keeping it active through regular communication for mutual benefit.

MORE: Why Consultative Selling Works | How Marketing Systems Produce Business Growth | 6 Keys to Developing New Client Prospects | Now Is the Time to Activate Your Referral Network | Does Your Firm Recognize All Its Skills? | Protect and Grow Existing Clients | The 4 Marketing Disciplines | 15 Powerful Niche Marketing Practices
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Truthfully, all professional service providers want to be held in high esteem by their clients and professional colleagues. Practicing true professionalism means becoming more than just a vendor who takes and fills orders from a client. It means transitioning into a trusted advisor whose expertise transcends your individual practice. Trusted advisors know the right questions to ask and where to find the right answers.
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How to Attract Clients Like a Magnet

By demonstrating your specialized expertise, you become their first choice.

By Jody Grunden
Building the Virtual CFO Firm in the Cloud

Thought leadership is where you are really going to reap success. You want to be that person who everybody will come to.

MORE: Riches in Niches | 6 Steps for Sales and Conversion | The Right Way to Onboard New Clients | 5 Questions to Evaluate New Tech Tools | The Hidden Cost of Running a Distributed Company | How to Develop Your Leadership Team | Automation and the Future of Accounting
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I just got off a call with a prospective client who had never met me or even seen me speak, but discovered us through a web search and saw that we are thought leaders in the industry. That discovery brought her directly to us, and it was important to her that the CFO she hires fully understands her industry.
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How We Sell Audits Online

Make it easy for prospects to reach you.

By Jody Grunden
Building the Virtual CFO Firm in the Cloud

With our 401(k) audit service, the bulk of our clients find us online and come to us through our website. We also get referrals from investment advisors and third-party administrators.

MORE: 6 Steps for Sales and Conversion | Marketing Is About Thought Leadership | How to Audit 401(k)s | 3 Measures of the Effectiveness of Your Team | How to Profit with Workflow Apps | Cyber Security at a Virtual CPA Firm
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No matter how a prospect finds us, there are three ways that they typically reach out to us:
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6 Steps for Sales and Conversion

Here’s what works for us.

By Jody Grunden

An important part of the overall process within the company is sales and conversion. For our Virtual CFO service, there’s a six-step lead conversion process from when the prospect discovers our website to when the engagement begins.

MORE: Marketing Is About Thought Leadership | 3 Steps to Better Client Communication in a Crisis | Four Key Financial Metrics for Growing Any Business | Transferring Clients to a New Employee
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The Sales and Conversion Process

Our sales and conversion process includes six steps.

Here’s what that looks like and the typical timeline: READ MORE →

Make Your Newsletter Go Zoom

Woman drinking coffee in front of desktop computer

How COVID is creating a new channel to reach out and serve clients and prospects.

By CPA Trendlines Research

Newsletters aren’t all they’re cracked up to be. Sure, they’re a nice way to touch base with clients, but what do they really accomplish?

MORE in MARKETINGMarketing Is About Thought LeadershipWhy Consultative Selling WorksHow to Inoculate Your Firm against Covid CompetitionHow Marketing Systems Produce Business Growth‘Found Money’ Delights Clients14 Marketing Activities Needed Now More than EverWhat CPAs Can Learn from Lawyers and Doctors | More in Marketing > > >

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Maybe it’s time to rethink the newsletter. The COVID-19 crisis may be catalyzing a new way to

  • show clients you care
  • establish your expertise
  • give clients individualized information they really want
  • create the gestalt of a networked client community with your CPA firm at the center

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Marketing Is About Thought Leadership

“You have to be able to acquire AND retain, and you have to have both happening at the same time.”

By Jody Grunden

I bet you can imagine that marketing a virtual accounting firm is different than it is for traditional brick-and-mortar accounting firms. When you’re only serving your local area, you need to focus on things like signage, local advertising, the Yellow Pages, your website, Google My Business, Yelp, Chamber of Commerce and word-of-mouth referrals. Those are all great ways to get noticed by people in your area who would benefit from the services you offer.

MORE: 3 Steps to Better Client Communication in a Crisis | The Right Way to Onboard New Clients | How to Evaluate Workflow Management Software | When the IRS and FBI Come Knocking | 5 Questions to Evaluate New Tech Tools | The Hidden Cost of Running a Distributed Company | How to Develop Your Leadership Team
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When your customer base isn’t confined to a specific location, however, it changes the game a bit. You still want word-of-mouth referrals and you still need a website, but it becomes even more important to focus on search engine optimization (SEO) and thought leadership – developing your online platform, publishing articles with industry publications, speaking, etc. – to help people discover your services.
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Why Consultative Selling Works

Two women in office shake handsPLUS: How to get past your aversion to sales.

By Marc Rosenberg
The Rosenberg Practice Management Library

As with just about anything, people can be taught business development skills if they study hard, apply themselves and, most of all, have a healthy, positive attitude toward bringing in business.

MORE: How Marketing Systems Produce Business Growth | 14 Marketing Activities Needed Now More than Ever | Now Is the Time to Activate Your Referral Network | The 4 Marketing Disciplines | Why You Have to Kill the Old Paradigms | Are You Ready for the Great Disruption?
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“Can people be taught practice development skills?” In 20 years of consulting to CPA firms, we have been asked this question hundreds of times. The answer, most certainly, is “YES.” Note, the question is not “Can people be taught to be rainmakers?” The answer to that question is mostly “no.” There is a big difference between being a rainmaker and learning business development skills.
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