Consider Hiring a Sales Director

Businesswoman shaking hands across desk with man in officeWhat is the best use of your skill set?

By Martin Bissett

As a partner in an accounting practice, your average day (if there even is such a thing as an average day) is fraught with many calls on your time: producing client work, management of the team, checking the processes, following up unpaid bills and more. And that doesn’t even account for all the personal things you need to achieve every day.

MORE ON BUSINESS DEVELOPMENT: Understand the DNA of Business Development Success | Before the Sales Meeting | Your Perception vs. Your Client’s Reality | Do You Deliver on Your Website’s Promises? | Lowballing Is Undervaluing Yourself | Appraise Your Prospects | The Science of Pipelines | Do You Have a Pipeline or Just a List? | Develop the Habit of Consistency | Prepare Your Next Generation of Professionals | Overcome Recurring Fee Apathy | Banish the Idea that Selling is Difficult | How to Win Your First Client | 5 Ways to Make Selling Easier to Swallow | You’re Selling All the Time

GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

So the thought of adding another skill, that of managing the sales process, might feel like the straw that broke the camel’s back. If that’s how you are feeling, here is some food for thought.
READ MORE →

Back to Basics: 25 Ways to Grow Your Practice

Sprout growing on money pile of glass jar bankHow many are you doing? What would you add?

By August Aquila
Creating the Effective Partnership

Sometimes the best way to grow a practice is to return to the basics – no fancy marketing campaigns, just some good old fashioned face-to-face contact and working your existing client base.

MORE for PRO Members24 Points for AFTER the Deal Is Done  |   Innovate or Die | 3 Ways to Halt a Poor Leader | Partners Love, Hate Leadership | 8 Questions That Staff Ask In a Merger | The 4 Best Ways to Use Your Senior Partners | 11 Steps to Building a Better Partnership Team

GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Here’s a list of 25 ideas for growing your practice. How many are you currently doing? READ MORE →

Accountants Report 12% Annual Revenue Growth… And Accelerating

Arrow rising above ever larger blocks in businessman's hand, indicating growthIndustry heads into 2016 with stronger performances than most clients.

By CPA Trendlines

As professionals who specialize in finance, preparing financial statements and assisting business owners with their financial performance, one would suspect that the tax and accounting industry would have a firm grip on  financial performance. Looking at statements filed over the past year, that certainly appears to be the case.

The average private company falling into the category of either accounting, tax preparation, bookkeeping or payroll services grew sales at an annual rate of 12 percent. This was a higher growth rate than the average privately held company achieved over that same period, despite being a healthy rate of revenue growth for the average U.S. company.
READ MORE →

Banish the Idea that Selling Is Difficult

Two businessmen shaking handsDon’t take rejection personally.

By Martin Bissett
Business Development on a Budget

If winning new clients is simply a matter of being yourself, why is selling so difficult for accountants? Well, it’s a combination of several factors, but there are two main reasons.

MORE ON BUSINESS DEVELOPMENT: How to Win Your First Client | 5 Ways to Make Selling Easier to Swallow | You’re Selling All the Time

First, accountants have not traditionally been required to sell. Maybe your practice has grown by referral – business has come to you and you haven’t had to do much to win that business. Unfortunately, however, business doesn’t always walk through the door; you don’t know how often it will, or what caliber it will be when it does.
READ MORE →

It’s Not Sales. It’s Your Duty

Ed Mendlowitz CPA The Practice Doctor Q and AHow to suggest additional services to clients and why you’re doing them a disservice if you don’t.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

QUESTION: I always feel awkward telling clients they need additional services that I should perform for them. Can you tell something that could “rev” me up for this?

MORE PRACTICE DOCTOR Q&A: Yes, You Should Send Rejection Letters | When to Hire an Admin Assistant | 7 Ways to Lose a Client’s Trust | How Much Should You Pay To Buy, Sell or Merge an Accounting Practice? | Why the Average Fee Doesn’t Matter | No More Printouts at CPE Programs? | 6 Ways to Take a Client Beyond Tax Prep

ANSWER: Actually, by suggesting additional services you are doing the client a favor and a good deed. Also, you are in business and the easiest way to generate additional revenues is to cross-sell services to present clients.

READ MORE →

Selling on Value vs. Fees

What’s the difference? Compliance sells on fee; advisory sells on value.

By Martin Bissett
Understanding Selling

I’ve been asking you to believe in yourself, to get your potential clients to open up to you and to demonstrate to them the outcomes that working with you and your firm would create in their personal and professional lives.

MORE ON SELLING: 3 Ways to Convert Scheduling Practices to New Fees | Selling vs. Attracting to Build Relationships | When Selling, Don’t Chase New Fees, Attract Them | Selling Accounting Services Doesn’t Have to Be Hard! | ‘Selling’ Isn’t a Dirty Word | 8 Factors in Practice Development Success | In Sales, Perception Is Reality | Success Begins With Accountability | Do You Realize You’re Failing? | Winning Your First Client

Now here’s a checklist for you to run through before you begin your next business development initiative, and before each new business appointment that you have. READ MORE →

3 Ways to Convert Scheduling Practices to New Fees

Martin Bissett
Bissett

Practice these disciplines every day.

By Martin Bissett
Winning Your First Client

You may be thinking right now, “Well, very good, Martin, but we have finite time. We’re very, very busy people and we need to get business in the door, and therefore creation of opportunity becomes the issue.”

https://store.cpatrendlines.com/shop/mb-usp-wyfc/
Click for more

MORE ON SELLING: Selling vs. Attracting to Build Relationships | When Selling, Don’t Chase New Fees, Attract Them | Selling Accounting Services Doesn’t Have to Be Hard! | ‘Selling’ Isn’t a Dirty Word | 8 Factors in Practice Development Success | In Sales, Perception Is Reality | Success Begins With Accountability | Do You Realize You’re Failing? | Winning Your First Client

READ MORE →

Selling vs. Attracting to Build Relationships

Break down unspoken barriers. Are you just about compliance? By Martin Bissett Winning Your First Client It’s about time to realize that value is not about time. MORE BISSETT: Selling vs. Attracting to Build Relationships | When Selling, Don’t Chase New … Continued