marketing

there’s more to growth than marketing

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ed mendlowitz cpa the practice doctor q and ayou need goals, not just a desire to get new business.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

question: we are a 20-person firm and are thinking of engaging a marketing consultant for training on how to get new business.

more practice doctor q&a: change your thinking about ‘small’ clients | it’s not sales. it’s your duty | quote with care when asked for valuation | how much should you pay to buy, sell or merge an accounting practice? | why the average fee doesn’t matter | 6 ways to take a client beyond tax prep | 6 simple steps to impress a prospect | 10 ways to get new 1040 clients | 23 reasons clients really need you for taxes

have you heard of anyone in particular for cpa leadership training? what does your firm do regarding this? an internal program or do you use outside consultants? read more →

getting new clients: what’s working, what’s not

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referrals remain stalwart. social media weakens. websites advance.

portrait of young businessman with paper airplane. success, creative and startup concept.

by 卡塔尔世界杯常规比赛时间

some practices just need more clients. some need a more cost-effective way to find them and sign them up. some are looking for ways to liberate their less profitable or more difficult clients and replace them with others more conducive to getting the job done with minimal hassle and maximum moolah.

the new accounting firm operations and technology survey gives us some insight into what firms across the nation are doing to attract clients.

to no one’s surprise, referrals from current clients remains the most common source of new clients. no fewer than 95.1% of respondents report referrals as a sales channel. that number was close to consistent across all sizes of firms. for solo practitioners, it was 94.2%. it was highest for small firms (1-10 employees) at 96.8%. it was lower for mid-sized firms (11-50 employees) at 93.9%, and lowest of all for large firms, where referrals are the source of 92% of new clients.

what’s interesting, however, is that the overall percent has increased since last year, when 92.6% reported new clients by referral. with all the new and burgeoning sources of information — social media, websites, internet advertising — why are referrals an increasing source of clients? read more →

12 must-knows for niche markets

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ed mendlowitz cpa the practice doctor q and amake sure you fully understand their needs.

question: i have a couple of clients in a number of industries and when i ask for referrals they tell me they do not want me to handle competitors of theirs, yet i know of many cpa firms that have large amounts of clients in concentrated industries. what am i doing wrong?

more practice doctor q&a: how much should you pay to buy, sell or merge an accounting practice? | is joint representation a conflict? | when large (or any) clients need backup assurances | when is it time to merge? | what goes in a client’s permanent file? | 6 ways to take a client beyond tax prep | 18 ways to blow a partnership opportunity | 6 ways to know what you don’t know | 6 simple steps to impress a prospect | 10 (nearly) painless ways to keep up to date with technology | 10 ways to get new 1040 clients | tax return reviewer ticking and tying | 23 reasons clients really need you for taxes

answer: i’ve had clients tell me that, but i think back to my early jobs and each firm i worked for had industry specializations, so i think the current trend is just a continuation of what has always been done.  i attribute your lack of getting client referrals to an inability to recognize, sell and communicate the advantages of your firm to your clients.

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14 timely questions for tax season clients

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dollar on question markif you don’t ask, you can’t know. if not now, when?

by jean marie caragher
the 90-day marketing plan for cpa firms

tax season is the perfect time to identify cross-selling opportunities, strengthen client relationships and ensure client satisfaction.

consider asking your clients the following 14 questions this tax season. you may discover a new gold nugget of opportunity: read more →

do you realize you’re failing?

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be proactive, rather than waiting for business to come to you.

by martin bissett

have you noticed all of those titles in the local bookstore or at the airport offering us the “key” to this and the “key” to that, the “six keys” to one thing, and the “four keys” to another?

it also seems that every book is a “game-changer” now, to the point where it is difficult to understand what the game is anymore, never mind how to play it.

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

when it comes to winning new work in professional services, we must first build a relationship. the game hasn’t changed at all in that respect. read more →

11 ways to add value for clients

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businessman standing outside the office on the phone with coffeedo these right and your revenues should benefit, too.

by sandi smith leyva
the accountant’s accelerator

as you build your relationships with your clients, it’s always a good thing to see how you can serve them even better.

here are 11 ways you can add value to your existing services that will enable you to stand out from the competition, serve the client better and put more green in your bank account.

more on small-firm growth strategies: 5 things you know that clients don’t | 3 ways to test your revenue forecast | 8 must-haves for a prospect kit | whip out the wow factor for clients | how to work the same hours and make more money | if you’re a ‘best-kept secret’ cut it out! | busy season surval tips: 5 ways to turn a tough day into a great one | take advantage of 4 key marketing strategies  | four ways to stop leaving money on the table

 as you go through the list, check them off to see which ones you are doing, and which ones sound good to add to your business.

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the 12-step program for building better client relationships

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selfie cell phone picsturn the habits of everyday friendship into business skills.

by jean marie caragher
the 90-day marketing plan for cpa firms

since strong client relationships contribute to client satisfaction, longevity and lead generation, partners often encourage their managers and staff to build relationships with their clients. but these managers and staff look at the relationships their firm’s partners have built over time and think it’s impossible to replicate their results.

building relationships with clients can be done using the same behaviors that we use when building friendships and courting our spouse or significant other. consider these 12 tips to build client relationships, especially during tax season, prime time for in-person client contact. read more →

9 ways to increase sales through ‘power networking’

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confident businesswoman handing man a business card in networking sessionthese tips work for boosting referrals, too.

by sandi smith leyva
the accountant’s accelerator

networking is an essential part of building your business.

more on small-firm growth strategies: 5 things you know that clients don’t | 3 ways to test your revenue forecast | 8 must-haves for a prospect kit | whip out the wow factor for clients | how to work the same hours and make more money | if you’re a ‘best-kept secret’ cut it out! | 5 ways to turn a tough day into a great one | take advantage of 4 key marketing strategies  | four ways to stop leaving money on the table

whether you network locally, nationally or internationally, there are some tips that are common to all businesses: read more →

21 painless ways to network, even for accountants

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business colleagues eating meal together and discussing workgot the personality of an actuary? no problem.

so, many cpa firms have been launching soft skills training to help their professionals meet people, network better, and, hopefully, land more business.

trainer and facilitator arnold sanow, mba, csp, reminds us that dale carnegie once won a major sale by being a great conversationalist – without saying more than a few words.
read more →

if you’re a ‘best-kept secret’ cut it out!

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big businessman crushing a small one in his fingerstry these 6 ideas to stop losing business to competitors.

by sandi smith leyva

it’s rare that i lose business to competitors, and it’s also not an accident.

more: stuck at home right now? here’s 100 good ideas to relieve the stress | how to lead in a crisis | how to think straight through the coronavirus crisis | 16 tech tools for working through the coronavirus | 7 tips to keep the clients you have | do you know your opportunity number? | 7 tips to boost your firm’s performance | 5 mistakes to avoid when seeking new clients

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

if you are losing business to your competitors, here are some strategies you can use to “become a category of one,” as they say in marketing.
read more →