marketing & sales

bissett bullet: complacency breeds failure

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today’s bissett bullet: low client attrition rates are not necessarily a barometer of great service.

by martin bissett

never allow your retention rate to lull you into a false sense of security. in truth, no one changes their accountants unless they need to, and very few feel that need because they are not often educated very well by competing firms as to the compelling reasons for change.

however, your clients are perpetually at risk from the advances of your proactive competitors, so minimize the liability with exceptional service. deliver more of whatever it is that they value the most about you rather than what you think your firm does well.

today’s to-do

ask the next 3 clients you speak to what it is they value the most about the service you offer. find out what exceptional service means to them. it may not be what you expect.

see more bissett bullets here

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four key questions about leadership

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businessman bursting through flames and fireworks

think of it as an upward spiral.

by martin bissett
passport to partnership

unhappy and difficult clients help our firms to improve our client management skills and present opportunities to refine our leadership skills.

more: four key questions about leadership | does client perception match your firm’s reality? | firm not thriving? five fixes | five questions for grading prospects | health, wealth, stealth: challenges on the path to partnership | don’t let recurring fees kill your practice | rate your personal purpose | five ways to make selling easier | six keys to getting a proposal accepted | tell the world your worth
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

it is tough for us to build a successful firm without difficult clients or internal personnel issues in order to provide learning experiences for us to build a robust and commercially successful infrastructure.
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understand the 10 steps of the buying process

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two men looking at computer screen

how to become a solution magician.

by august j. aquila
price it right: how to value accounting services

closing a business opportunity refers to the process of finalizing and securing an agreement with a prospective client. it involves bringing the negotiation or sales process to a successful conclusion and solidifying the commitment from both parties involved. the closing stage is critical because it marks the point where the decision to move forward with the opportunity is made, and the terms and conditions are agreed upon.

more: market technology services through workshops and training | service quality: the key to client retention | how life cycle changes your marketing | clients buy solutions, not features | make sure you know what you will get from your marketing | three pillars support a successful accounting firm | clients have six reasons for needing you | six ways to market your technology consulting practice
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

closing an engagement requires that you not only understand the selling cycle, but also the buying process that clients and prospects go through every time they are deciding to purchase something from you or from someone else. if you want to close more new engagements, it’s important for you to fully understand this.
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does client perception match your firm’s reality?

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black cat statue and white cat statue, nose to nose

don’t know? time to see through their eyes.

by martin bissett
business development on a budget

there used to be an old exercise used in training sessions about customer relations or selling or leadership that went like this. the trainer would ask the group to think about the color green. a few seconds later he would ask them what type of green they were thinking of, and of course there would be many variations of green.

the point is that, as the saying goes, perception is reality. whatever each person perceived as green, that would be the reality for them – but it would be different for each person in the room.
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