and how to fix it.
by sandi leyva and jason holmes
social media marketing is the number three way that accounting and tax pros are gaining new business, according to the new clients survey conducted by accountant’s accelerator and 卡塔尔世界杯常规比赛时间.
that’s plenty of evidence to show that it’s working for thousands of accountants.
related webinar:
thursday, dec. 16, 1 pm et.
register | learn more
so, why is your social media failing? read more →
your prospects use it. so should you.
by sandi leyva and jason holmes
one of the most important signals that google uses to rank websites higher in local search results is something that is not even on most accounting firms’ marketing radar. it’s the free business listing that google offers: google my business.
more: beyond bookkeeping: five value-add service areas | beyond quickbooks: wowing your clients | five ways to get better clients | 11 kinds of wealth | 11 ways to boost billings and impress clients | how clients get underserved and accountants get underpaid
exclusively for pro members. log in here or 2022世界杯足球排名 today.
cpas who take advantage of this listing will have their marketing dollars go much further, even if they outsource this task.
podcast: today everyone contributes to growth.
with sarah johnson dobek and ty hendrickson
inovautus consulting
sales is sometimes presented as this abstract notion of convincing someone to buy your product, but it actually follows a simple framework. it may seem like an obvious answer, but there’s some science behind the why.
how to be different in a changing market.
by steven e. sacks
the new fundamentals
your firm conducts audits, prepares tax returns and offers some consulting services. yours is one of 42,000 non-big 4 firms in this country, a large majority of which offer the same three packages. firms in the same geographic market may not serve the same slate of industries, but through hiring niche expertise or merging in a firm can make inroads into the same markets.
more: why deadlines get missed | too busy? you may need to reprioritize | who needs another meeting? | the five big rules for powerpoint presentations
this happens frequently, making a competitive market even more crowded. the challenge that your firm faces is how do you show a real value-added distinction from the firms you compete against? differentiation does not mean a relaxed dress-code policy.
read more →
uncover a client’s needs with good questions and even better listening.
by sarah johnson dobek
inovautus consulting
if you’re having the right conversations with your clients, new opportunities naturally come up where you can help them solve their issues beyond compliance.
related: eat that frog: asking for a prospect meeting | growing revenue through client service | business development and sales aren’t scary |
but while you may think you’re having excellent conversations; they’re probably just scratching the surface.
卡塔尔世界杯常规比赛时间 video.
with sarah dobek and ty hendrickson
inovautus consulting
everyone fears rejection on some level, which is why so many professionals hesitate – or even fail – to ask a prospective client for that first meeting to introduce a new service.
the key is to think about the meeting as an honest conversation and shake the mentality of “cold-call selling.”
when you learn the right questions to approach a new contact and focus on helping them meet their needs, you’ll create a natural connection that will make stepping out of your comfort zone easier.
…when you do it by the numbers.
by ty hendrickson
inovautus consulting
it’s well known throughout the accounting and advisory industry that business development and sales terrify accountants, who also are quick to say it’s not what they were trained to do.
the reality is number manipulation, which is what accountants do best, is the fundamental building block for sales.
once the framework of sales is broken down into a numbers game, it becomes fun and exciting – some would say almost easy. read more →
today everyone contributes to growth.
with sarah johnson dobek and ty hendrickson
inovautus consulting
sales is sometimes presented as this abstract notion of convincing someone to buy your product, but it actually follows a simple framework.
it may seem like an obvious answer, but there’s some science behind the why. read more →
psst… it works for finding new hires, too.
by sandi leyva
there are many great things about getting better client referrals. first, referrals have a built-in trust that helps you move through the sales process faster. second, there’s almost no marketing cost involved. third, they tend to make a better long-term client.
more: 11 ways to boost billings and impress clients | how clients get underserved and accountants get underpaid
unfortunately, many accountants take a reactive approach to referrals, waiting until they come to them, rather than a more profitable approach, which is to proactively maximize referrals.
here are five proactive ways to boost referrals and get the kind of client you want most:
read more →
proper planning prevents poor performance.
by bill penczak
we have all heard the term, “working in the business” instead of “working on the business.” i would suggest that most managing partners and senior leadership fall more into the “in” than the “on,” given staff turnover, busy season deadlines, exhaustion, and advancing years of many managing partners.
more: the great resignation: five reasons accountants are quitting | five tips for better decision-making | your marketing sucks: six reasons why | five global cpa leaders: four survival strategies | are you too generous with your write-offs? | it’s time to herd your highly compensated cats | nine smooth moves to build client satisfaction | five tough questions for these tough times | i started a consulting practice the first week of march 2020
i’ve endured enough management committee meetings during which the course of conversation leans more heavily towards rat-holes than addressing key firm issues of people, technology, quality, risk management, and growth. at the end of the day, every decision you make as managing partner foots back to one of those areas. deciding on the venue of the holiday party does not fall into that category.
peter drucker, the famous management consultant, summed it up succinctly: management is doing things right; leadership is doing the right things.
here are six ideas that managing partners should contemplate when it comes to running an effective and engaged firm: read more →
the simple, easy steps for getting started with google ads in time for busy season.
with becky livingston
as the 2022 busy season begins to loom larger, this is a great time to get to know google ads, says becky livingston, 卡塔尔世界杯常规比赛时间’ digital marketing guru says in this replay of recent 卡塔尔世界杯常规比赛时间 flash briefing webinar. flash briefings are fast-paced 30-minute conversations on urgent issues and quick answers.
more videos and podcasts: eisner ceo charly weinstein explains the private equity deal | flash briefing: a “call to arms” after private equity deal | bradley burnett: the “uncle billy” problem with the erc | the “ludicrously lucrative” employee retention credit | four ways to beat the staffing shortage | learning how to hire amid covid | let’s get real: kill saly | hitendra patil: national expert on client accounting services | sell service, not hours | leveraging knowledge, not just process | the irs backlog isn’t going away anytime soon |
livingston walks you through the steps from beginning to end. start by defining your perfect client, then begin building the right offer for them, she says. after that, you can lay out a schedule and work on a budget. but start early, because if you’re looking for tax clients in the run-up to tax season, the best keywords will start to get pricey. by livingston’s estimates, 10 to 15 percent of accounting firms are already using google ad words. that may sound like a lot. but there’s still plenty of room for firms — especially local firms — to dive in and start landing new clients.
start planning today for booking better tax clients in january.
with becky livingston
want new business? avoid these errors.
by bill penczak
it’s an understatement to characterize cpas as process-oriented, with prescribed steps for financial statement audits and tax return preparation that follow a specific regimen. among the many jokes about accountants, the one that resonates here is:
why did the auditor cross the road?
because he looked in the file and that’s what they did last year.
more: re-thinking today’s firm with five global leaders | 5 things your firm should do differently this summer | do you have the guts to beat the covid crisis? | how to inoculate your firm against covid competition | ‘found money’ delights clients | the three r’s for beating the corona crisis
but the “funny” thing is that while cpas are typically pedantic about the processes for client work, it’s often a case of the cobbler’s shoes when it comes to running their firms in general, and practice development in particular. read more →