and how to keep the good ones.
卡塔尔世界杯常规比赛时间 expert author jean caragher is completing the capstone summer series, with two webinars:
– sept. 24: client retention strategies every firm can use
– oct. 1: how to fire a client
register | learn more
three must-have marketing functions for every accountant.
by sandi leyva
the function of marketing in accounting firms has evolved from nonexistence in the 1970s, when it was not permitted, to today’s world of multiple channels and options. but accounting firms have been much slower than other small businesses to create marketing departments in their business models.
if you’re curious to see the types of marketing functions other tax and accounting firms are using and whether they are outsourcing them or using in-house resources, take our survey, and we’ll send you the results.
nine growth tools every accountant should consider.
by sandi leyva
one of the best ways to build trust with prospects is to provide educational content that showcases your expertise on a topic relevant to the services you’re offering. in the digital world, there are many forms that this content can take.
if you’re curious to see the types of content other tax and accounting firms are using for marketing, take our survey, and we’ll send you the results.
here is a list of just a few ways you can structure your educational marketing content so your firm will get noticed:
how to unravel the real costs to land a new client.
by sandi leyva
do you know how much it costs your business to acquire a new client? in marketing, one of the key metrics is cac, client acquisition cost. so how do you compute it?
if you’re curious to see how your cac compares to other tax and accounting firms, take our survey, and we’ll send you the results.
the first thing is to properly segregate your marketing costs into separate accounts or classifications. often, marketing is hidden among a lot of other accounts:
our exclusive new study shows intensifying competition for good clients.
join the survey. get the results
by 卡塔尔世界杯常规比赛时间 research
gear up for growth: the marketing trends manual for accountants
the american economy is booming, the tax code is changing, and there’s a lot of new and expanding business for tax and accounting firms to serve.
so it’s no surprise that firms are ramping up their marketing efforts to compete for the bounty that’s out there.
about 73 percent of firms are planning additional increases in their marketing efforts, according to “gear up for growth: the marketing trends manual for accountants,” conducted in collaboration with capstone marketing. barely 4% are cutting back.
the survey remains open and participants receive a special executive summary of the topline results at no charge, just for taking the survey. join the survey. get the results
19 proven growth strategies every accountant should know.
by sandi leyva
tax and accounting firm owners seeking faster growth than mere referrals ill allow now have a slew of new options for finding new clients.
if you’d like to find out more about how other tax and accounting firms acquire clients, take our survey, and we’ll send you the results.
the problem is most accountants don’t know about them. the opportunity is huge for accountants willing to learn and experiment with these new marketing methods.
here’s a quick checklist of places where businesses in all industries and of all sizes are getting leads online. how many of these is your firm utilizing? read more →
create a conversation where the client can experience what it would be like to work with you.
by
i’ve talked about how the accounting industry has been disrupted. high-volume, low-profit services such as tax returns are being pushed out by large commercial organizations, leaving small and medium-size accounting firm owners to work increasingly harder for decreasing profits.
more: 3 keys to evolving your accounting practice
exclusively for pro members. log in here or 2022世界杯足球排名 today.
the solution is to allow your business model to adapt by following these three core principles:
… and 5 ways to deal with it.
by ty hendrickson
the sales seed
does this sound familiar? why do we procrastinate certain job functions and not others?
more: the real problems created in a remote workforce | can you really grow without adding clients? | 4 reasons to welcome rejection |
exclusively for pro members. log in here or 2022世界杯足球排名 today.
there is only one reason and unfortunately, it is the same reason we all have probably struggled with since childhood… the fear of being rejected. it seems so much easier to send out a proposal or any type of communication via email than it is to just pick up the phone or stop by the person’s office.
capstone marketing launches a bi-weekly webinar program.
register here | learn more
“tomorrow’s accountant is going to be a business expert in a small number of industries, as opposed to the generalists that we were,” brian tankersley says.
two keys: education and incentives.
cross selling in most firms just doesn’t work as well as it could. it is probably the most talked about process in accounting firms and, undoubtedly, one of the most frustrating.
more: the eternal riddle of being an effective leader | grissom and aquila on partner performance evaluations | gross profit in a professional services firm: opening a dialogue | how to get partners to accept a new pricing philosophy | 12 pricing factors beyond cost
firms constantly give referrals to attorneys, bankers, brokers and financial advisers, but giving a referral to a fellow partner or associate just doesn’t seem to happen. either firms don’t know how to do cross selling, or there are some other hidden reasons for the reluctance to give a referral to someone else in the firm. there is, of course, no miracle cure for this problem, but you can make cross selling more effective for your firm. here’s how.
read more →
also: what not to guarantee.
by michael rozbruch, cpa
rozstrategies.com
the 10 most important words that must roll off your tongue when it comes to asking for the “sale” must be part of your “close “repertoire. the 10 words are “what credit card do you want to put that on?”
more: why are artists and tax pros afraid to sell themselves? | what do taxes and wedding dresses have in common? | 9 secrets to getting irs penalties removed | 10 tips for maximizing referrals
let’s assume your marketing is working, the phones are ringing and you know how to screen the looky-loos and tire-kickers from qualified prospects because you have a phone script system. you’re scheduling appointments because you have a system and script for that too.
read more →
the ultimate checklist to get you started.
by sandi leyva
the complete guide to marketing for tax & accounting firms
when we think about the word “advisory,” we accountants might think of financial ratios. advisory is so much more than that. it’s, in effect, everything we do for our clients that is not compliance work – work required because of government regulations and deadlines.
small firm growth strategies: mix and match marketing channels | marketing materials 201: some advanced tips | make newsletters work for you | technical aspects of video and youtube | how to schedule social media content | speaking: how, where and getting leads from it | partnering: referrals on steroids
here is a comprehensive list of advisory services to consider adding to the compliance services and other services you already offer. each one represents a potential new revenue stream for your business.
read more →