marketing & sales

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
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

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

goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

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
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

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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awards can boost your reputation

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people in office releasing balloonsbe ready to nominate yourself.

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

winning an award brings free publicity and builds reputation and credibility all at the same time. you can win awards for writing articles in accounting magazines, be named to a top 100 most influential people in accounting list, earn your way onto the top 100 fastest-growing accounting firms, win the local volunteer of the year award, and many more.

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
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the top sources for tapping into accounting awards and contests include:
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the 10 keys to selling accounting services

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portrait of investment advisor businesswoman sitting at office in front of computer and consulting with young professional man.four checklists and 40 factors for sales success.

by rob nixon

think of the most successful salespeople you know.

more on strategy: 11 ways to move from time to value pricing | are your prices too low? | never charge by a time unit | put your own oxygen mask on first
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

if you were to list their traits and characteristics then i would imagine that this list would apply.

  1. ethical
  2. problem solver
  3. personable
  4. trustworthy
  5. good communicator
  6. persistent
  7. passionate
  8. good product knowledge
  9. service-focused
  10. good listener

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are you newsworthy?

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woman with tablet and man with newspaper reading news at homeconcrete tips on attracting the media’s attention.

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

as a marketing channel, public relations is one of my personal favorites. it includes getting mentioned in news or trade media and publications, having an article you wrote published or reprinted, applying for and winning awards, or otherwise being in the public eye for one reason or another.

more small firm growth strategies: make newsletters work for you | technical aspects of video and youtube | social media basics for accounting firms | how to maximize online profile sites
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

when i started a photography studio several years ago, i sent sample photos of my work along with a letter explaining my business to several news outlets. it was july, and in august, the sunday magazine supplement to the dallas morning news picked up the story and published my samples. they were portraits of cats and dogs, and my phone rang for days. within a week, i was booked through christmas, and my business broke even a year ahead of time because of that one piece of publicity.
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step-by-step: how to make newsletters work for you

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man using laptop at an outdoor cafechecklists: 7 benefits and 4 ways to create content.

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

one of the most overlooked marketing channels for accountants is a newsletter. the newsletter first started in print at regional firms.

more small firm growth strategies: technical aspects of video and youtube | why cpas need video | make google adwords work for you | make the most of trade shows | track your online reputation | partnering: referrals on steroids | measure client retention … against yourself | take your client’s pulse | how to determine your ideal client | clients need advisory services more than they know | 10 tips for more energy this tax season | marketing vs. sales and how to plunge in
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

some cpa firms have not changed much and still cling to their printed newsletter. we suggest you send an email newsletter and optionally send a printed newsletter once or twice a year if your clients are used to it.
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lead generation marketing must happen daily

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man writing on a calendarchecklist: essential marketing tasks in 31 minutes a day.

by jassen bowman
tax resolution systems

the most successful small business owners embrace the fact that new lead generation marketing is a daily activity. if you don’t have a full-time marketing manager, then you, as the business owner, need to take this task upon yourself. you should spend time marketing your tax practice every single day, even during tax season.

more: checklists for new lead generation | 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
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

don’t use the busy times of the year as an excuse to slack off on marketing if your goal is to grow your business. there are busy times during most of the year – february, march, april, june, july, august, september, october – all of these months have unique deadlines and seasonal peaks. this is ¾ of the year!
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all you need to know to get started in video and youtube

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young woman recording video via camcorder and tripodchecklist: the essential tools – made simple.

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

how you shoot your videos depends on what tools you need.

more small firm growth strategies: why cpas need video | how to schedule social media content | the 5 c’s of successful websites | speaking: how, where and getting leads from it
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the most important thing in all of this is there are two sets of skills:

  1. shooting the video – this is closer to presentation skills than anything else
  2. editing the video – this requires some creative experience and the right tech tools

big tip:

you don’t need video-editing skills if you are doing screen capture or even talking heads. it’s much easier to keep shooting takes until you get it right than it is to do complex video editing.

we’ll break this down into two types of tools, those for screen capture and those for studio shooting.
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checklists for new lead generation

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green checks being made on checklisteverything from social media to direct mail.

by jassen bowman
tax resolution systems

when focusing on tax resolution within your practice, you will need to conduct ongoing lead generation marketing.

more: don’t ignore your existing leads | 3 checklists for office communication | what to say on phone calls about fees | tax resolution staff roles and responsibilities | case study: building a tax resolution business | market to your ideal clients | follow up with leads longer | marketing requires ruthless accountability | one-step vs. two-step marketing | 5 daily tasks for maximum tax resolution profitability
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

this is not a comprehensive marketing training manual, and barely scratches the surface of what you can do regarding your lead generation marketing. what’s presented here is intended to give you an idea of what these kinds of checklists look like in order to help you create your own.
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