sales

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 →

winning your first client

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screen shot 2015-01-16 at 8.11.40 amwhy your first sale is to yourself.

by martin bissett

winning your first client is all about understanding why someone would buy from you before you ever speak to them, before you ever meet them before you ever start the preparation for talking to them.

more: martin bissett is the author of: winning your first client | passport to partnership | meet your new best client and | business development on a budget

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

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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.
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reality check: achieving world-class growth requires real-world intelligence

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why you can’t believe your own press clippings.

by gale crosley, cpa
crosley+co

ever run a race and immediately sense that you got off to an exceptionally fast start? it’s a good feeling, but if your goal is to beat out the competition there’s really only one way to know for sure how you’re doing. and that’s by marking your progress toward the finish line relative to the other racers.

the same can be said of efforts to grow your firm. to gauge your progress you have to get outside your own four walls and see how you measure up to the competition. read more →

10 ways to get new 1040 clients

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ed mendlowitz cpa the practice doctor q and a
send ed your questions

and 5 ways to get more business tax clients.

question: i need a few more clients for tax season. any suggestions?

response: since we will be getting ready for tax season now is a good time to address this. here are two checklists, one for individual returns, the other for business client returns.

checklist: 10 ways to get new individual tax clients read more →

the 7 fundamentals of getting clients with social media

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h…but only if you’ve done everything else first.

by sandi smith leyva the accountant’s accelerator 

it’s likely your friends and peers are urging you to get on the social media bandwagon. hearing about social media is unavoidable these days. we have many clients who feel stressed about the whole topic. the stress or guilt comes in when they don’t really want to do it but their friends keep urging them to.

screen shot 2014-08-30 at 10.32.03 am
free introductory white paper: 10 keys to doubling your revenue

more on small-firm growth strategies: 5 ways to attract higher-quality clients   |   6 biz dev metrics accountants should measure  |  5 areas to improve client acquisition success  |  are accountants newsworthy? you bet!  |  when accountants don’t know they don’t know  |  seven hot lead generation methods for accountants   |  what stage of business are you in?  |  8 essential ingredients for your new client welcome kit  |  4 ways small firms can surpass larger firms  |   rebuttal: the 3 most unused marketing methods for accountants

i like to take a contrarian view with social media: i believe it’s not a cost-effective marketing tool for a majority of accountants. nevertheless, there are some very important exceptions where it can pay off big. here are some ideas just in case you can’t resist getting started in social media.

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5 ways to attract higher-quality clients

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arrow hits target bulls eyefinding the sweet-spot for your target client.

by sandi smith 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, under-price your services. read more →

overcoming the roadblocks to innovation

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6 reasons why innovation is so difficult at accounting firms and 6 practical ways to launch new money-making ideas.

by august j. aquila
creating the effective partnership 

the mantra over the last few years has been “change or die.”  so, why is it that professional services firms, especially accounting and law firms, have found it so difficult to embrace change, innovate and spend time and resources on research and development in order to build a stronger future?

here are six reasons why firms fail to innovate: read more →

seven busy season success secrets

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tip #5: get paid before filing.

by sandi smith leyva
accountant’s accelerator

here are some fast tips to help you make the most out of busy season, which is when you have the highest amount of your clients’ attention all year long. read more →

two steps to easy upsells

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by sandi smith leyva
accountant’s accelerator

adding revenue does not have to take much time or money. start by going after the low-hanging fruit.

open excel or your favorite spreadsheet tool, and make a worksheet from the sales numbers in your accounting system. list the name of each current, active client you have in the rows of the spreadsheet. across the top, make columns for each service you offer. for example, if you offer tax, bookkeeping and quickbooks consulting, you will have three columns.

you can break your revenue out any way you like. the more columns, the better.

then, drop in your revenue numbers from your accounting system. in quickbooks, you may be able to run your sales by customer summary to make it faster. you can create the columns by class, if that’s what you use to break out your revenue by service line.

that’s step one, to create your spreadsheet. step two is the fun part.

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