small firm

Shift Focus Away from Price

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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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Five Solutions for Price-Sensitive Clients

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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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