sales

overcoming your clients’ worst fears

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how to help them take initiative and allow you to be proactive.

by hitendra patil
pransform inc.

neuroscience studies have shown that fear is a far bigger driver than we would ever care to admit. according to kevin hogan, author of the science of influence: how to get anyone to say “yes” in 8 minutes or less!, “most people react to the fear of loss and the threat of pain in a much more profound way than they do for gain. they overemphasize the importance of pain by about 2.5:1 in decision making.”

your customers and prospects fear that their actions or inactions will cause bad things to happen, or bad things can suddenly happen to them. it’s therefore important to ask yourself what sort of problems your potential clients are facing during current times. if you can identify their true fears and show them how you can remove the possibility of loss, you are one step ahead of your competitors. read more →

why your website isn’t getting you new business

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how to start planning a business-building machine.

by sandi smith leyva
author of “10 keys to doubling your revenues“

most accountants want a website that will bring them leads.  many accountants have been very disappointed in past attempts to get this marketing channel working for them, and i’d like to give you some ideas why that might have happened.

the good news

the good news is that you can, indeed, get business from your accounting website.  as a matter of fact, you can get big business.  every week, clients tell us that they had someone fill out the contact form, call or email, or sign up for their newsletter.  some leads have been really big, too:  mid-market, franchises, multiple locations and many more. read more →

18 proven rainmaking techniques for the shy cpa

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it’s easier and more fun than it looks.

by marc rosenberg

it’s common for cpas to be uncomfortable with practice development. but it’s critical to the success of the firm. everyone doesn’t need to be a rainmaker. here are 18 ways that shy, introverted people can help their firms grow: read more →

seven reasons you need to know about “consumption marketing”

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and five ways to put it to use in your practice.

by sandi smith leyva, cpa
accountant’s accelerator

when i first heard the term “consumption marketing” i quickly fell in love with the concept.

consumption marketing is continuing to market to clients even after they’ve signed to do business with you.  it’s helping them to more fully “consume” your product or service.

consumption marketing is good for business because: read more →

the right time to talk about your fee

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how to focus on value first. 

by sandi smith leyva, cpa
accountant’s accelerator

how do you talk to a prospect or client about your fee?

some of the answers i have heard are:

  • “it depends.”
  • tell them and get off the phone as fast as possible.
  • “i don’t know.”
  • “what is your budget?”

most accountants spill the beans about their rates way too early in a conversation with a future client.  so when should you talk rates?

the best answer is: read more →

a case study in using linkedin

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by hitendra patil
pransform

do you feel your social media efforts are not really profiting you the way you expected?

ask the question “what is the one most important thing in the internet world?” and the most common answer you will get is “relevancy.”

let’s take the example of what you are doing right now. you are on the 卡塔尔世界杯常规比赛时间 website because you have come to trust that it really gives you relevant actionable intelligence — so you revisit many times to benefit from the fresh insights relevant to you and your profession. read more →

why now is the perfect time to plan for a most excellent busy season

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screen shot 2013-09-21 at 10.10.32 am

by sandi smith leyva, cpa
author of free download:
“10 keys to doubling your revenue”

it’s easy to get sidetracked by politics this year and simply wait to see what’s going to happen in the tax arena.  i hope you don’t fall into that trap, though, because there has never been more opportunity in accounting and tax than right now, and now is the time to start preparing so you can make the most of next year’s busy season. read more →

leveraging leadership: a new way of looking at growth

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leader-driven growth. not just a bunch of rainmakers.

by gale crosley
crosleycompany.com

i see it all the time.  well-intentioned accounting firms do what they believe are the right things.  they sponsor events.  they publish articles.  they meet and greet. but they don’t grow.

more on growth strategies for multi-partner firms:  are you creating a sustainable firm?    |     don’t confuse marketing with a true growth strategy     |      overcoming four imaginary barriers that limit cpa firm growth     |     how firms unleash the power of diamonds, cash cows and fat cats     |     how smart firms use market research   |

at most firms growth is an individual contributor activity.  lone ranger partners do their own thing, attracting clients here and there and offering services they believe clients need.  but despite the efforts of individual partners, there’s little solid growth to show for the effort.

that’s when they call.  “gale, we need your help!  market conditions aren’t great and we’re getting hammered with competitive pricing.  we have to increase our marketing so we can grow!”

whoa cowboy, sit back in that saddle and let’s talk a while. read more →

the five essential skills accountants need today

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above and beyond accounting, you need business know-how.

by sandi smith leyva, cpa
accountant’s accelerator

we’ve worked super-hard on gaining our accounting, tax, and auditing skills.  those skills alone will keep us working as employees for someone else, but what if we want to go out on our own or grow our business beyond what we have now?

more for soloists and small firms: the seven essential components of a simple marketing plan for accountants  | take six big steps to go beyond compliance services     |     when your business needs to be rebooted  |   two steps to easy cross-sells   |   the hot new tech product for automated data entry   |   five value-add service areas to take you beyond bookkeeping   |   six money-making strategies to take you beyond quickbooks   |   proactive ways to get more referrals   |   the three biggest money leaks in your practice   |   new client opportunities with mobile apps   |   six questions to launch your summer strategy sessions   |   what most accountants miss in the five simple steps to get more clients   |   accountants, do you know your opportunity number? | five ideas to reduce client price-sensitivity | rise to the top with a fresh elevator speech | four ways to practice entrepreneurial perseverance | 5 mistakes to avoid when seeking new clients  | the top 12 business card blunders accountants make | seven tips to keep the clients you have | how to attract clients like a magnet | eleven easy ways to deliver more value to clients

here are five skills to consider adding to your toolbox so you can get ahead faster. how do you rate in each of these areas?

read more →

what i’ve learned from my clients

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by sandi smith leyva
accountant’s accelerator

i feel extremely fortunate to have such a wonderful set of clients that i have learned much from the last few years.

more for soloists and small firms: take six big steps to go beyond compliance services     |     when your business needs to be rebooted  |   two steps to easy cross-sells   |   the hot new tech product for automated data entry   |   five value-add service areas to take you beyond bookkeeping   |   six money-making strategies to take you beyond quickbooks   |   proactive ways to get more referrals   |   the three biggest money leaks in your practice   |   new client opportunities with mobile apps   |   six questions to launch your summer strategy sessions   |   what most accountants miss in the five simple steps to get more clients   |   accountants, do you know your opportunity number? | five ideas to reduce client price-sensitivity | rise to the top with a fresh elevator speech | four ways to practice entrepreneurial perseverance | 5 mistakes to avoid when seeking new clients  | the top 12 business card blunders accountants make | seven tips to keep the clients you have | how to attract clients like a magnet | eleven easy ways to deliver more value to clients

here is a list of lessons learned that i hope will inspire you to work with your clients in new ways.

read more →