marketing & sales

the first thing you need to know for success in the tax business

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and it’s not about how to do taxes.

by chauncey hutter jr.
real tax business success

here’s a secret that the vast majority of tax professionals get wrong. (in fact, it’s true of most every struggling small business on the block.) selecting the “right or wrong” target market can be the single most important factor which determines success or failure.

meet chauncey hutter live and in-person at the real tax business success summit, orlando, fla. june 7-9 (save $200 as a 卡塔尔世界杯常规比赛时间 reader)

marketing means: market first, message second, and media third, in that order. (and the order is important.) the market is critical. it’s the number one concern. if you don’t get it right, the rest of your promotion won’t matter. (you might as well save your money and go home.)

you see, if you don’t have the right market, but your advertising message is outstanding and the media you choose is the most cost-effective in the world, you’ll still lose money.) if they don’t want what you got, it just doesn’t matter what you tell them, how often you tell them or even how you tell them.

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make direct mail work for you

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woman reading letter by wall of mailboxesbonus: several sample letters.

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

one of the first things a new business owner asks me about is direct mail. i don’t know why so many people go there first, but they do.

more small firm growth strategies: how to use ‘warmed-up’ telemarketing | content marketing types and tips | are you newsworthy? | why cpas need video | make google adwords work for you | make the most of trade shows | track your online reputation
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twenty years ago, the response rate for direct mail was pretty good. out of every 100 pieces you sent, you would get three responses back. it didn’t matter how bad you were at direct mail.
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changing the referral game

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portrait of ryan suydam
suydam

solid strategies for activating promoters in 3 phases.

by ryan suydam
client savvy

many accountants agree: the best marketing is a delighted client telling others about the great service your firm provided.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, growth strategies.

most accountants also agree: our professionals and project managers don’t do nearly enough to leverage potential referrals, even when we’ve earned them.

  • how can you change the referral game?
  • what prevents your seller/doers from asking for a referral?
  • why aren’t your best clients already telling everyone how great you are?

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10 reasons why partners don’t understand marketing

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portrait of jeff mckay
mckay

but they need to.

jeff mckay
prudent pedal

one of my more popular and controversial blog posts is “why your marketer doesn’t understand your firm’s business.” the title alienates marketers before they get to the first sentence. it satisfies partners because it recognizes what they might think but would never say aloud.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, growth strategies

not being one to avoid controversy or healthy debates, i thought it would make sense to share a marketer’s point of view about why “the line” lacks a grasp of marketing. my sincere and ambitious goal is to reconcile and build the collaborative power of both parties.

following are 10 reasons why practice leaders and partners don’t understand marketing.

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the advisor of the future: client champion

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servicing clients with courage and conviction.

rosen

by marc rosen
client experience institute

with many clients demanding more from their accountants and advisors, it’s time to embrace a more proactive approach – client champion.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, growth strategies.

more marc rosen: marc rosen on relationship capital [video]

by serving as a client champion, you can unleash another form of value that creates true distinction. read more →

how to create and communicate value in every prospect or client interaction

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portrait of amy franko
franko

3 steps to communicating business value.

by amy franko

as a busy practice leader, it can be tough to balance the delivery aspects of your role with the continual need to cultivate new business.

as you think about your prospects and clients, take a moment to consider your interactions with them.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, growth strategies.

what kind of impression do you make on your clients?

each time you meet with, talk to or write to them, you have an opportunity to bring value.

do they think of you as someone who leaves every interaction better than you found it?
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go viral: making your content marketing worth the time and trouble

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four tips for creating content that generates leads and wins new business.

nelson

by christine nelson
ingenuity marketing

content is king, except when no one reads it.

if you want people to read your website, blog, brochure or articles, use these hints from our business ghostwriters.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, growth strategies.

these principles come from studies of sticky ideas, ways to attract attention and persuade readers. use a few in your next writing project to create engagement with your audience. read more →

today’s top 20 tips for building a growth-driven accounting firm

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checklist: the best ideas from the top rainmakers.

by rick telberg
卡塔尔世界杯常规比赛时间

while most accounting firms do a good job of sustaining revenues through a strong referral system, the best-performing practices put robust systems in place to attract new prospects, cultivate leads, and close new business.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, and growth strategies

in a new survey of top accounting firm marketers and rainmakers, 卡塔尔世界杯常规比赛时间 finds at least 20 strategies worth sharing: read more →