marketing & sales

12 steps of a successful sales meeting

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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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12 rules for phone calls

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laughing businesswoman talking on the phone in office in front of four monitorsthese 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
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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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71 places to find new clients

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illustration of lead sources

a cornucopia of tech-fueled opportunities for gaining visibility, getting found and attracting business.

by sandi leyva
the complete guide to marketing for tax & accounting firms

modern accountants are on board with both the paperless office concept and cloud accounting: embracing them, implementing them, and benefiting from them.

more small firm growth strategies: are you newsworthy? | make newsletters work for you | how to schedule social media content | the 5 c’s of successful websites | speaking: how, where and getting leads from it | more

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but there is a disconnect in most accounting firms in one area, and that’s marketing.

why are some firms still stuck in the 1970s when it comes to marketing? this drags down the reputation, culture, and perception of the entire firm – and maybe the entire profession.

here, we’ve compiled 71 tactics and strategies for professionalizing and systemizing your business development efforts. there are, of course, more. but you won’t go wrong picking just a couple from this list and getting to work as seriously on your business as you are at working in your businesas.

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when to follow up on prospects

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businessman typing on laptop, shadows of envelopesyou 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
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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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