traditional carriers still rule the market.
is video conferencing shoving audio aside among your small business clients?
traditional phone carriers have 32 percent of the market, with online providers such as microsoft next at 24 percent. top considerations are security/compliance and cost.
here’s a role-playing exercise that can reap real results.
by rob nixon
if you went to a sales training course a few decades ago you would have been educated that “selling is telling.” that might have been the case when product quality was the key differentiator and to sell your product.
more on strategy: how to turn prospects into clients | how to be a guru in sales | are your prices too low? | never charge by a time unit | put your own oxygen mask on first | define client wants vs. needs | mindset is everything | the entrepreneurial accountant: an oxymoron? | growth is all about the clients | change is on the horizon
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you would follow the old formula of f.a.b. – features, advantages and benefits. you were taught to talk about the features of your product, talk about the advantages of the product and then finally (after more talking) you would tell the client the benefits of the product.
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these skills remain important, so don’t neglect them.
by jassen bowman
tax resolution systems
yes, it’s 2018, but alexander bell’s old-timey talk machine is still the #1 sales tool in your office.
more on tax resolution: when to follow up on prospects | how to reactivate lost clients | don’t ignore your existing leads | some office nuts and bolts | the importance of goals and affirmations | the ins and outs of hiring and firing | market to your ideal clients | one-step vs. two-step marketing
it’s the box through which most appointments will be scheduled, even if you have a web-based scheduling system. it’s where most of your reminders are conducted, and is a powerful lead conversion tool. don’t neglect the importance of phone skills in the 21st century.
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caleb lendy explains how firms differentiate as the profession moves away from simple compliance.
how does your firm define itself?
by kayleigh padar
from success to significance: the radical cpa guide
josh zweig is the co-founder of liveca llp, a canadian chartered accounting firm of about 40 people that is run remotely, without a traditional office building. it’s all virtual – a work anywhere business. three years ago, the entire business was just a sole proprietorship; now it is bringing in millions of dollars of revenue.
more on radicalism: our clients need us to be radical | 10 steps to start innovating | the value of new ideas | the radical road to (business) transformation | the radical cpa: always changing
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the firm’s biggest challenge is recruitment. “for smaller firms that don’t have 20 college reps to go down to every school and recruit, it becomes increasingly hard to get word out that there is an alternative here for people,” zweig said.
you can divide your efforts into tiers, but you need a plan.
by jassen bowman
tax resolution systems
you invest a substantial amount of time and money to generate your leads. after your existing clients and past clients, your unconverted leads are the next best source of future revenue.
more: lead generation marketing must happen daily | checklists for new lead generation | client management checklists for tax resolution | how to handle client complaints | checklists for your tax resolution office setup | case study: building a tax resolution business | marketing requires ruthless accountability
when somebody expresses an interest in your services, you should actively engage them on roughly a weekly basis for at least a couple of years. yes, years.
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you may be doing the opposite of what clients want.
by domenick j. esposito
8 steps to great
when choosing a mid-market cpa firm, many clients pay more attention to the ability to “connect” with the client service partner and staff than to the quality of the work performed as many clients are unable to distinguish between outstanding technical work and competent technical work. and even if clients are sufficiently sophisticated and able to distinguish between outstanding and competent work, their technical needs may simply require competency.
more on strategic planning: 22 things leaders must do | the top 11 reasons cpa firm mergers fail | growth: the difference between the disruptor and the disrupted? | m&a: sometimes bigger is better | what a value proposition truly is (and isn’t) | does your firm need an independent executive committee member?
as a result, when it comes time for an evaluation of the firm, it’s my observation that many, if not most, clients place more emphasis on an enhanced client experience – including responsiveness, attitude and other non-technical “service” criteria – and not the quality of the technical work.
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four-session january series targets growth-minded cpas. 卡塔尔世界杯常规比赛时间 expert author jean marie caragher of capstone marketing and haydenrock solutions are collaborating on a complimentary webinar series, “the truth about offering advisory services.” the webinars will be offered at no charge or … continued
caleb lendy on the business evolution of clients.
by hank berkowitz
wealth management
as the old saying goes, “you only get one chance to make a first impression.” by the same token, you only get one chance to leave a lasting impression. at a time when four out of five high-net-worth individuals are considering leaving their advisors at any given time, can you afford to take a chance with your hard-won clients?
more: the most effective channels for advisors, personal financial planning, client service opportunities, growth & marketing
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numerous meetings with the irs deductions on the cost of labor for rolling joints.
by liz gold
cannabizcpa.pro
as a cpa in colorado, jim marty saw a need for a large, sophisticated accounting firm to handle the booming cannabis industry. as a result, he designed his longmont, co.-based firm, bridge west cpas – focused solely on cannabis clients – to be acquired. and as it turned out, his plan and the timing were excellent.
more cannabiz: cpa kim walker: ‘we can’t be afraid of diving into marijuana’ | cannabiz cpa: dani espinda chooses option number three | the two crippling compliance issues for cannabis industry | ready or not: cpa firms find new opportunity in booming cannabis industry | irs section 280e & marijuana: tax limbo or hell? | the wild world of weed: tax season never ends
more jim marty: jim marty: the rise of a cannabiz cpa [video] | jim marty: the two crippling compliance issues for cannabis industry [video] |
but let’s back up a bit: in 2009, marty, who already had a successful traditional cpa firm with a staff of 10 and nearly 1,000 clients, decided to accept cannabusinesses into his clientele.
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build looking for opportunity into every job.
by rob nixon
why do clients come to you from another firm? okay, i know you are good and the best accountant around but really – why?
more on strategy: they should all be ‘a class’ clients | your clients on your terms | how much should partners make? | be a history maker | experience doesn’t mean what you think it does | why ‘steady as she goes’ isn’t enough | the final critical traits: how do your tires look? | how to calculate a value price
do you ask every client why they left the other firm and chose you? probably not. when it all boils down, clients leave one firm for another for just two reasons:
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bonus: get the 16-step checklist here. by michael rozbruch roz strategies the irs is aggressively going after taxpayers to recoup some of their lost revenue (lost revenue to the tune of $385 billion per year!) which means our clients are under … continued