how to reach out to your top prospects<\/strong><\/p>\nlegacy reaches out to their top prospects using traditional marketing tactics, including taking them to lunch, direct mail, email blasts, speaking, trade shows and writing.<\/p>\n
\u201cwe know where our prospects will be,\u201d explains tucek. \u201ca partner or manager is assigned to reach out and say hello.\u201d<\/p>\n
legacy also reaches out to other service providers for assistance, including attorneys and money managers. \u201cwe know the service providers who work with our prospects,\u201d says tucek. \u201cwe look for the opportunity to say, \u2018we\u2019re looking to work with xyz prospect. how can you help us?\u2019\u201d<\/p>\n
legacy\u2019s reputation plays a critical role. service providers in their markets are aware of how they work with their clients and enjoy working together on mutual clients.<\/p>\n
the advantages of a niche marketing strategy<\/strong><\/p>\nlegacy\u2019s targeted prospecting is successful because of the firm\u2019s niche strategy. here is a list of the benefits of niche marketing.<\/p>\n
\nhigh profitability.<\/strong> niche marketing offers higher profitability for two reasons. first, clients are willing to pay a higher fee for industry expertise. second, there is less danger of losing clients if your firm is the industry specialist.<\/li>\neconomical.<\/strong> marketing dollars are being spent on specific niches rather than random efforts.<\/li>\nhigh-value services to clients.<\/strong> firms specializing in an industry niche have the ability to offer services far beyond an audit and tax return. there are often opportunities for consulting engagements that benefit the client’s bottom line.<\/li>\neasily identified prospects.<\/strong> by utilizing basic market research techniques, firms can identify prospects by geographic area, sales, number of employees, standard industry classification (sic) code or north american industry classification system (naics) code, and cpa firm. this information can then be used to define your market.<\/li>\nfewer geographical barriers.<\/strong> being known as an industry specialist opens the door to clients outside your local marketplace. the skills and services offered by your firm can be leveraged to build your client base in other geographic markets.<\/li>\npersonal and professional challenges and rewards.<\/strong> being known as an industry specialist provides opportunities and exposure for your partners and professional staff. also, building a book of business is an effective career path to become a partner.<\/li>\neasily identified competition, and strengths and weaknesses.<\/strong> while researching your prospects, determine the cpa firms that currently serve these companies. then, research the cpa firms to find their industry specialists, marketing products and industry involvement. <\/em><\/li>\nprestige.<\/strong> a reputation as a specialist in a specific industry makes your firm more valuable to your clients and leads to additional marketing opportunities, for example, published articles, speeches, blogs, videos and leadership positions in trade associations.<\/li>\nyear-round work.<\/strong> by expanding the range of services offered to clients, it is more likely that you will provide services on a year-round basis, unlike traditional, seasonal accounting work.<\/li>\nincreased knowledge of your clients.<\/strong> by focusing on a specific niche you are also able to focus on continuing professional education (cpe), trade association memberships and outside reading on topics of need and concern to your clients. this in turn makes you better able to serve your clients’ needs and more valuable to them because you have an enhanced knowledge of their industry.<\/li>\n<\/ul>\nunpeeling the relationship <\/strong><\/p>\n\u201cit\u2019s all about unpeeling the relationship,\u201d says tucek. \u201cwe keep an eye on all the people we know related to each prospect. it\u2019s never just one contact. for nonprofits, for example, there could be 10-15 people involved in the decision-making process.\u201d<\/p>\n
teamwork is important at legacy. the prospects on their top prospect list are managed by multiple team members. \u201cwe want the prospects we want to know we\u2019re here,\u201d says tucek, \u201cand that takes a team effort.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"
and how to pull in help from outside your firm.<\/strong> \nby jean marie caragher<\/em><\/p>\n","protected":false},"author":1334,"featured_media":54050,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[2271,3120],"tags":[],"class_list":["post-54084","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing","category-pro-member-exclusive"],"acf":[],"yoast_head":"\nhow to target your prospects for sales success - 卡塔尔世界杯常规比赛时间<\/title>\n \n \n \n \n \n \n \n \n \n \n \n \n \n\t \n\t \n\t \n \n \n \n \n \n\t \n\t \n\t \n