{"id":113402,"date":"2023-07-09t11:57:28","date_gmt":"2023-07-09t15:57:28","guid":{"rendered":"\/\/www.g005e.com\/?p=113402"},"modified":"2024-08-27t17:01:59","modified_gmt":"2024-08-27t21:01:59","slug":"raise-cas-awareness-among-your-clients","status":"publish","type":"post","link":"\/\/www.g005e.com\/2023\/07\/09\/raise-cas-awareness-among-your-clients\/","title":{"rendered":"raise cas awareness among your clients"},"content":{"rendered":"

\"number<\/a>six simple steps to take.<\/strong><\/p>\n

by hitendra patil<\/i>
\nclient accounting services: the definitive success guide<\/i><\/a><\/p>\n

what is stopping you from offering client accounting services? maybe your clients aren\u2019t asking for it. no matter. unless you are providing only tax return preparation services only to individuals, you can, and should, make sure your clients learn about the many benefits of cas.<\/p>\n

more: <\/b>five ways to profit from cas<\/a> | think cas isn\u2019t for your firm?<\/a> | which clients are best for cas<\/a> | cas is a value pitch<\/a> | convince your firm of cas value<\/a> | how much can automating bank feeds save you?<\/a> | accountants are perfect for virtual cfo roles<\/a> | ten ways to tell a client is ready for cas<\/a> | wants vs. needs: why not fill both?<\/a>
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i sent a quick one-question poll to randomly selected people. i had no clue if such people bought any services from accountants. the question was simple: \u201cwhat word comes to your mind when you hear the word \u2018accountant<\/strong>\u2018?\u201d
\n
\nabout 46 percent of the respondents said \u201ctax,\u201d and about 26 percent said \u201cbalance sheet.\u201d that means a total of about 72 percent of respondents think \u201ctax or balance sheet = accountant.\u201d perceptions are (perceived) reality.<\/p>\n

if you have ever felt \u201cif i had only known \u2026\u201d or \u201cif i knew then what i know now \u2026\u201d you know that human beings many times \u201cdon\u2019t know what they don\u2019t know.\u201d human beings learn in three levels: we don\u2019t know what we don\u2019t know, we know what we don\u2019t know, and we know what we know.<\/p>\n

when it comes to cas, the lowest hanging fruit is the clients who don\u2019t know your firm offers cas. their perception is stereotypical \u2013 accountant = tax and balance sheet. therefore, it is first required that you take efforts to change your perception in the minds of your clients. it is easy to begin to do so by just making clients aware of which other services you can provide to them and what are the benefits of each of your services.<\/p>\n

how do you make them aware without sounding like you are merely advertising your services (which can be perceived as you are concerned only about your firm\u2019s revenue)? let\u2019s see.<\/p>\n

when can you feel your clients do not need cas because they are not asking for it?<\/strong><\/p>\n

if your clients are not asking for cas, it is not their fault. either they do not know you offer cas, or they do not know the benefits of cas, or both.<\/p>\n

if your clients are not asking for cas, you can feel they don\u2019t need or want cas. it is not your fault if you think so. if you have business clients that are mainly very small businesses and you can see they can\u2019t afford to pay for cas (most likely most of them balk at any price increase you propose or they always haggle about pricing), it is because you are stuck in a vicious cycle \u2013 you don\u2019t offer more services, so your new clients are only those that want to buy just basic services \u2013 and you can\u2019t escape this cycle unless you attempt to break free. because you don\u2019t offer insight-producing services, you do not know much about the real issues your business clients face, and hence you do not see that they actually need cas. if you cannot see their needs, the clients will rarely be aware of all the value their accountant can deliver to them. such factors can make you feel \u201cclients are not asking for cas,\u201d but the truth is, \u201cclients do not know you can offer cas, and they can benefit more from cas.\u201d<\/p>\n

what steps can you take to make your clients aware of your cas capabilities?<\/strong><\/p>\n

once you develop additional capabilities to offer cas, the next step is to make clients aware. it is not about merely announcing to all clients and hope they line up. here are some steps you can take to make your clients aware of your cas offering and also attempt to do so in a way that can make clients recognize such services are relevant to their business.<\/p>\n