they don’t know they need it, but we have to remember to offer it.
by sandi smith leyva
the accountant’s accelerator
i’m pretty sure that i am not the only accountant who has made the following mistakes with clients. here are a couple of ideas to help us remember what we know that the client doesn’t and why it costs us when we forget.
it comes down to what’s in your new client funnel.
by sandi smith leyva
the accountant’s accelerator
you may have heard about the marketing funnel before. there are lots of variations, and i want to cover it in a way that helps us examine our mix of products, services and prices.
more on small-firm growth strategies: 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
the funnel can be pictured like a big “v.” at the top, wide-open part, there are a lot of prospects interested in your services and products. at the bottom, narrow part, there are a few select customers who buy the most from you. read more →
and 10 ways to go beyond the expected.
by sandi smith leyva
the accountant’s accelerator
if you’ve spent any time at all in business talking with prospects on the phone or in person, then you probably have a list of benefits or advantages that you like to mention about your company to every prospect. you may have a very structured way of going about this, and you may not.
in any case, building a prospect kit will help you become even more consistent in the presentation of your company’s strong points to prospects. and, it’s absolutely essential as you move into larger and larger business deals.
sometimes it really is the thought that counts.
by sandi smith leyva
the accountant’s accelerator
you don’t have to be the ritz-carlton or mercedes to provide your customer with a great experience.
just a little forethought and planning will make a huge difference.
here are five tips for your consideration:
start with these six strategies.
by sandi smith leyva
the accountant’s accelerator
when i worked in the corporate world, it was always great to get a raise. now that i am an entrepreneur, raises are replaced by increases in revenue and profits. more revenue and profits are nice, as long as we’re not working correspondingly more hours.
so how can we give ourselves a true raise: work the same amount of hours or less and make more? here are a few strategies for your consideration:
try 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
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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 →
most cpa firms miss 60% of their potential revenues. here’s how to start fixing the problem.
by sandi smith leyva
the accountant’s accelerator
accounting firms have done a great job adopting paperless office technologies, the web and even cloud computing, so you may feel you have been doing all you can to streamline margins, become “client-centric,” as some consultants call it, and grow your practice. but i believe there is even more opportunity that very few, if any, in the accounting profession have fully identified or embraced. read more →
the myth of “niche marketing.” by bruce w. marcus there is much ado, these days, about niche marketing and target marketing and using mailing lists and knowledge management. how does it all come together to make sense for the smaller … continued
yes, you can do marketing with a spreadsheet and a checklist.
by sandi smith leyva
the accountant’s accelerator
one way to help accountants embrace marketing is to fill training sessions with spreadsheets and numbers, things that most accountants love working on. there’s a lot of insecurity around learning marketing, but when accountants hear they need to do some spreadsheets first, they dive right in.
more on small-firm growth strategies: 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
here are six numbers we suggest you track: read more →
by sandi smith leyva
with so much to do as business owners, we can get pretty overwhelmed at times. we can start believing that we have a “time” problem, but since all of us have 24/7, there really is no such thing as a time problem. read more →
how to change your thinking to prevail over the most difficult circumstances.
perseverance is a skill that anyone can learn to not only survive, but thrive through life’s curves. when adversity strikes, it’s not what happens to you but how you respond to what happens to you that has the greatest impact on your life.
here are four specific ways you can change your thinking to persevere in the toughest of circumstances, from sandi smith leyva, cpa, creator of the accountant’s accelerator small-firm growth program. read more →
by sandi smith leyva
accountant’s accelerator
we all spend a huge amount of time working all those emails we receive. luckily, there are many ways to tame the task so you can free up valuable time to work on other things.
here are four ideas to check against what you’re already doing and possibly get a productivity boost… read more →
what big firms can learn from sole practitioners and small firms. “the best independent practitioners have a singular focus on helping their clients achieve their goals,” according to andrew sobel, author of the exemplary “all for one: ten strategies for … continued