marketing & sales

creating a cross-selling culture

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two businessmen talking at officeif you can help, why wouldn’t you?

by ed mendlowitz
call me before you do anything: the art of accounting

part of my success in getting new business was getting additional work from existing clients.

more: when time-based pricing works | the clients that got away | upselling made painless | boosting a fixed fee substantially | creative ways to retain staff | what cpas can learn from lawyers and doctors | advising cheapskates | getting bonuses from clients | be an accountant, not a salesperson for other things | when clients don’t know
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i was always good at this, and i think it was because of my attitude of helping the client beyond what the routine services were. early on i felt queasy about mentioning that there would be an additional fee for the extra services, but after a few times, i got over that.
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are you botching your first impression?

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three steps to the perfect elevator pitch.

by ty hendrickson

eight seconds. that’s all the time that you have to catch someone’s attention and draw them in before they become disinterested in you and your conversation.

more: maybe the pandemic isn’t all bad | the no. 1 reason accountants fail to build advisory practices | the real problems created in a remote workforce | can you really grow without adding clients? | 4 reasons to welcome rejection
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the human attention span has dropped recently from 12 seconds down to a whopping eight whole seconds. sadly, a goldfish now has a longer attention span than humans at nine seconds. for accountants who are working furiously to grow a practice through networking, this presents several challenges.
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5 ‘low-hanging fruit’ ways to raise your revenues right now

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a little thought goes a long way.

by sandi leyva
getting new clients

if august is a slow business month for you, it’s not just your business.

more on small-firm growth strategies: stuck at home right now? here are 100 good ideas to relieve the stress | how to lead in a crisis | how to think straight through the coronavirus crisis | tech tools for working through the coronavirus | survey quantifies link between online reviews, revenue | major search algorithm change could affect your rankings
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with people making the most of a disappearing summer, it’s all most of us can do to stay on our routines.

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maybe the pandemic isn’t all bad

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dog sleeping in home office as woman works at computer in background4 hidden blessings.

by ty hendrickson

i have never felt the power of the old saying, “the only constant is change,” more than this year. as we navigate the second half of 2020, i find myself reflecting on how much has changed in the course of just a few short months. 

more: the no. 1 reason accountants fail to build advisory practices | the real problems created in a remote workforce | can you really grow without adding clients? | 4 reasons to welcome rejection
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

i don’t want to talk about covid-19 or the new normal or unprecedented times or any of the other hot terms we’ve all heard about 100 times daily. everything that 2020 has hit us with has been incredibly heavy, insanely bizarre (can we please never hear about murder hornets again?) and for someone like me who already functions with a high level of anxiety, it is has been very stress-inducing.

2020 has been a wild ride both personally and professionally, and i’m ready for a fresh start.
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