Sales Shouldn’t Be Scary

Hands using a calculatorHow a funnel will get you there.

By Ty Hendrickson

No, I haven’t lost my mind, I truly believe that all accountants should love sales.

MORE: Sell Your Services on Value, NOT Price | When Did Our Reaction to “NO” Change? | Build the Practice You Want in 4 Steps | Get Goal-Ready for 2021 | Maybe the Pandemic Isn’t All Bad | The REAL Problems Created in a Remote Workforce

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It is well known that the general sentiment in our industry is that business development is terrifying and not what we were trained to do as accountants. In reality, the fundamentals of sales are actually what accountants do best – number manipulation. Once the framework of sales is broken down to a numbers game, it becomes fun, exciting and dare I say, EASY!
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Sell Your Services on Value, NOT Price

4 unique value drivers.

By Ty Hendrickson

It is all too common when putting together a new client proposal for the first thought to be, “I need to be right around or less than what they currently pay to win this client.” Does this sound familiar?

MORE: When Did Our Reaction to “NO” Change? | 5 Ways to Rethink the Way You Communicate | Get Goal-Ready for 2021 | Three W’s for Networking the Right Way | The CPA Firm Partner’s Role Is Changing | The No. 1 Reason Accountants Fail To Build Advisory Practices | 4 Reasons to Welcome Rejection
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When we go in to win new business, instead of thinking about what we are bringing to the table and what services we provide, we focus solely on how can we price our work to be competitive and maybe just low enough to win the business. Then, when we meet with the client and share our beautiful proposal that took time and effort away from other tasks, the potential new client decides to stick with their current accountant.
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When Did Our Reaction to “NO” Change?

Businessman with hand extended in "no" gestureIt’s a cue to ask more questions.

By Ty Hendrickson

When did our reaction to “NO” change?

My son recently took up driving and honestly, it terrifies me. When he asks to use the car, he hears the word “no” a lot and it is typically the beginning of a long debate about why he needs the car. You may remember responding the same way when you heard the word “no” at that age and thinking of a change in strategy until you figured out a way to get a “yes.”

MORE: 5 Ways to Rethink the Way You Communicate | 3 Steps to Getting the Most Out of Every Meeting | Why Choose You? | The One Big Reason Your Hiring Sucks | Are You Botching Your First Impression?
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Something happens to us between childhood and our first job. As an adult, when we hear the word “no,” we cringe. We shy away and quickly give up to avoid confrontation.
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30 Best Marketing Practices

Illustration of marketing strategy
marketing concept with financial graph and chart

Don’t let the 80% derail the 20%.

By Marc Rosenberg
The Rosenberg Practice Management Library

These best marketing practices are listed in a general order of effectiveness. However, every firm is unique. What works best for one firm may not work as well for others.

MORE: Entitled Rainmakers and Other Practice Development Errors | 13 Ways to Make the Most of Your Website | How Incentives for Business Development Should Work | Marketing Plans and Why You Need One | Working Business Development into Your Day
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  1. Have a vision for growth because it dictates the scope of your marketing activities. A marketing plan calling for 10 percent growth will need to be much more intense and aggressive than a plan for a firm content with 3 percent growth.

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Entitled Rainmakers and Other Practice Development Errors

Can retired partners stay involved? Only if it benefits the firm.

By Marc Rosenberg
The Rosenberg Practice Management Library

This post explains the rock-solid link between bringing in business and partner compensation.

MORE: 13 Ways to Make the Most of Your Website | Five Social Media Do’s and Don’ts | Is It Time to Hire a Marketing Consultant? | How to Manage the Practice Development Function | Networking for Fun and Profit | 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
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Here are the major factors firms consider in compensating partners:

  • Bringing in business
  • Managing a large client base profitably
  • Providing great service to your client base
  • Holding management and leadership positions in the firm
  • Nurturing and mentoring staff; helping them learn and grow
  • Living and breathing the firm’s core values

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13 Ways to Make the Most of Your Website

Woman on city train using tabletRecruiting. Recruiting. Recruiting.

By Marc Rosenberg
The Rosenberg Practice Management Library

Every firm needs a website.

MORE: Five Social Media Do’s and Don’ts | Breaking It Down: Marketing Job Descriptions | How and Why to Hire a Marketing Director | How to Brand and Differentiate Your Firm | Why Consultative Selling Works | How NOT to Develop Your Practice | Does Your Firm Recognize All Its Skills? | 15 Powerful Niche Marketing Practices
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Your Secret Weapon for Exponential Profits

Illustration of man pushing "SERVICES" buttonHow to turn your business model upside down and reap the rewards.

By Matt Solomon

Learning to price, sell, and deliver through a simple, proven process streamlines the way you communicate your value and makes it easy for clients to say yes. It’s your secret weapon.

MORE: Shift 2: Step into the Role of a Business Advisor | Shift 1: Stop Depending on Compliance Work | Take the Nine-Point Practice Checkup | Three Ways to Leverage Today’s Uncertainties for Renewed Growth
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With practice, your ability to price, sell and deliver will be as routine as a 1040, but it’s worth a whole lot more: between $36,000 and $180,000 per year, per client.
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