marketing & sales

questions to ask, plus a welcome letter for those who make the cut.

by michelle long and sandi leyva
the ultimate accounting virtual conference

you really need to have confidence when you’re discussing your fees with your clients and realize that you may lose some clients. that’s okay because they’re probably not the kind of client you want to have anyway.

more small firm growth strategies: how to handle price sensitivity | how to handle referrals – and how not to | trashing the spreadsheet: best practices in modern expense management | how to find hidden money for your clients | why clients need dashboards | 3 ways to implement value pricing | how small firms can use value pricing | 3 ways to raise your prices | building reputation to build your business | 3 killer lead generation channels | your existing clients are your best leads | need more business? focus on referrals

i had one conference participant say, “many ask about price but i now see it as an opportunity to explain the value i can provide.” that’s great, i like it. someone else suggested saying, “it seems like responding to price is your primary concern.” that puts it back on them to let them explain it and so that’s a good idea as well.
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