entrepreneur

becoming a ‘trusted advisor.’

by sandi leyva

here’s a question: what portion of your revenues are derived from compliance work – e.g., tax preparation and irs representation; bookkeeping; quickbooks setup, cleanup and training; payroll; and audit work – versus value-added work, e.g., revenue improvement, business consulting, profit margin analysis and workflow improvement projects?

more on small-firm growth strategies: share data 5 easy ways | 7 ways to generate leads | blow your own horn already! | take the focus off price | 5 solutions when clients balk at price | want more clients? take these 5 steps | 5 skills to grow your practice | how a spreadsheet can help stop leaks | 5 cures for the summertime blues

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if you answered 100 percent compliance work and no value-added services, you’re not alone. there’s a lot of lip service about moving from compliance services to becoming a “trusted advisor.” there’s an equal amount of confusion in how to get started.
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…and get them to spend more with you.

by sandi leyva and michelle long
the ultimate accounting virtual conference

here are two ways to serve clients better.

more small firm growth strategies:3 ways to work less and earn more | when to turn over client data files | the dreaded ‘quick question’ | how to handle referrals – and how not to | why clients need dashboards | 3 ways to raise your prices | your existing clients are your best leads | need more business? focus on referrals

exclusively for pro members. log in here or 2022世界杯足球排名 today.

one thing that we see is a lot of times when you bring a client on board you kind of wing it and don’t really have a process. i want to suggest to have you move from reactive to proactive.
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think about the value you’re providing.

by sandi leyva and michelle long
the ultimate accounting virtual conference

let’s talk about three ways to earn more in fewer hours.

more small firm growth strategies: when to turn over client data files | how to fire a client | how to manage client expectations | trashing the spreadsheet: best practices in modern expense management | 3 ways to implement value pricing | building reputation to build your business | need more business? focus on referrals

one of the first things you can do is learn more about modern accounting apps. there are so many apps available today that really allow us to work faster and more efficiently, whether it’s for us or our clients. so it’s really important that you keep up with these changes and with technology because there are new apps coming out every single month.
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not everyone agrees about how to handle this.

by sandi leyva and michelle long

how do you feel about turning over a quickbooks data file when a client leaves?

more small firm growth strategies: how to fire a client | what to do when a client doesn’t pay | how to handle price sensitivity | how to find hidden money for your clients | how small firms can use value pricing | 3 killer lead generation channels

we asked this in a video conference and limited it to three answers:
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clients and stakeholders benefit, and so do you.

by sandi leyva

do you ever get any of the following questions from clients or co-workers?

more on small-firm growth strategies: 7 ways to generate leads | 6 metrics of marketing | want better clients? 5 ways to hook them | stop thinking small | make your services an investment, not an expense | do you want to do compliance your whole career? | 5 ways to get more referrals | 3 ways to get to ‘yes’ with prospects | 5 cures for the summertime blues | 11 ways to add value for clients

• i can’t find your email.
• i accidentally deleted what you just sent me.
• my computer crashed and i lost everything. (and i want you to take up your precious time to help me recreate everything you’ve ever sent me.)
• i lost my tax return and i need it in the next five seconds.

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forget what worked 20 years ago.

by sandi leyva
the accountant’s accelerator

the big change in lead generation for accountants is that there are many more methods out there today to get clients’ attention. the problem — or the opportunity! – is most accountants are still only using the old methods.

more on small-firm growth strategies: want better clients? 5 ways to hook them | 5 ways tech makes your work easier | want more clients? take these 5 steps | 3 tips for following up with prospects | 5 ways a deadline can help close a deal | if you don’t develop your business, who will? | draw new clients in like a magnet

when accountants think about lead generation, methods like telemarketing and direct mail might instantly come to mind. (you might also have a really negative connotation of these methods, but if you do, hang with me for a minute.) it used to be that in telemarketing, if you made a certain number of calls, you could get one appointment, and for every certain number of appointments you set, you could get one new client.
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find the sweet spot for your target client.

by sandi leyva
the accountant’s accelerator

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.

more on small-firm growth strategies: 5 ways tech makes your work easier | take the focus off price | 5 solutions when clients balk at price | keep more of your busy season earnings | want more clients? take these 5 steps

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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