marketing & sales

how to turn your business model upside down and reap the rewards.

by matt solomon

learning to price, sell, and deliver through a simple, proven process streamlines the way you communicate your value and makes it easy for clients to say yes. it’s your secret weapon.

more: shift 2: step into the role of a business advisor | shift 1: stop depending on compliance work | take the nine-point practice checkup | three ways to leverage today’s uncertainties for renewed growth
exclusively for pro members. log in here or 2022世界杯足球排名 today.

with practice, your ability to price, sell and deliver will be as routine as a 1040, but it’s worth a whole lot more: between $36,000 and $180,000 per year, per client.
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meetings can be hard to get. don’t waste them.

by ty hendrickson

every single day you are selling. it could be an idea, a product, an action or even selling yourself. it’s easy to agree that, yes, you are always selling something.

more: build the practice you want in 4 steps | get goal-ready for 2021 | three w’s for networking the right way | the cpa firm partner’s role is changing | the no. 1 reason accountants fail to build advisory practices | 4 reasons to welcome rejection
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however, you may not intentionally approach each one of your client meetings as a sales call. by spending three to four minutes preparing before each interaction and by working through the three steps below, you will find your clients agreeing with you and buying into your ideas and services.
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bonus: specific tips on videos and visuals.

by marc rosenberg
the rosenberg practice management library

a few years ago, i was listening to the radio. the reporter was sharing the story of two young guys in manhattan who decided to open a pizza restaurant.

more: breaking it down: marketing job descriptions | how incentives for business development should work | marketing plans and why you need one | working business development into your day | how marketing systems produce business growth | 6 keys to developing new client prospects | protect and grow existing clients | the 4 marketing disciplines
exclusively for pro members. log in here or 2022世界杯足球排名 today.

now, as you know, pizza restaurants are ubiquitous in manhattan. these guys thought they would be a bit different from other pizza purveyors and promote their business entirely on social media. much to their delight, their posts got a phenomenal number of likes and comments. but to their disappointment, few people actually came to their restaurant to buy pizza. yes, you guessed it, they went out of business within a year.
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make sure what you’re looking for is what you want.

by marc rosenberg
the rosenberg practice management library

here are detailed job descriptions for two key positions in cpa firms: marketing director and director of business development.

more: how incentives for business development should work | is it time to hire a marketing consultant? |how to manage the practice development function | networking for fun and profit | 14 marketing activities needed now more than ever | now is the time to activate your referral network | the 4 marketing disciplines
exclusively for pro members. log in here or 2022世界杯足球排名 today.

for a cpa firm marketing director, the objective is to lead the strategic development, planning and execution of the firm’s marketing goals and action steps, all designed to continuously increase the firm’s revenue.
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