marketing & sales

make your prospect kit stand out

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businesswomen shaking hands and exchanging a folder

eight must-haves and 10 ways to go beyond the expected.

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

if you’ve spent any time at all in business talking with prospects on the phone or in person, then you probably have a list of benefits or advantages that you like to mention about your company to every prospect. you may have a very structured way of going about this, and you may not.

more: five ways to wow your clients | six strategies to make more without working more | the art of prompt engineering for accountants | calculate your business relationship ratios | set bold new goals for the rest of the year | five ways to acquire more clients | five stages of any business | leverage your client list today | need leads? try a quiz
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

in any case, building a prospect kit will help you become even more consistent in the presentation of your company’s strong points to prospects. and, it’s absolutely essential as you move into larger and larger business deals.

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twelve ways to establish your brand

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legs-only view of two businesspeople walking up stairs with briefcases in office

yes, appearances matter.

by ed mendlowitz
 the 卡塔尔世界杯常规比赛时间 practice doctor

branding is part of marketing, but requires you to come up with a unique identity toward your specialty.

more on marketing: why other accountants are great referral sources | do you really want that client? | how to begin a business valuation | how to offer conflict resolution | get your clients talking about retirement | when clients remarry | seven questions to suggest estate planning | four reasons to perform tax projections
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tax department branding can be done as part of the overall firm, or separately.
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your clients’ words = your new cas marketing

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let them help tell your story.

by hitendra patil
client accounting services: the definitive success guide

your firm’s value proposition is not what you say. it is what your clients and prospects perceive. perception is reality. here are some proven ways to identify your firm’s real marketable value.

more: attract clients through facebook groups | how to destroy your cas profits | cas requires reaching out more | cas reports are better. here’s how. | is it time for your firm to outsource? | raise cas awareness among your clients | which clients are best for cas | how much can automating bank feeds save you? | wants vs. needs: why not fill both?
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  • ask your clients: it is not so easy to “be in the customers’ shoes.” you will be surprised how you can gain immense insights from your clients – about how they perceive and experience your service and how they feel; what they find of value and what they feel frustrated about. don’t guess, don’t assume, just ask them. it is easy to conduct customer surveys online (e.g., surveymonkey has a free version that allows you to collect 100 responses; google forms are also free to use). identify the most common positives and negatives that emerge from survey data to be able to improve your marketing and customer experience.

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five tips for cross-selling and upselling

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packages make the process easier.

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

while most accountants and consultants struggle with trying to sell their services to the next new client, there are two ways to get new and additional business without moving too far out of your comfort zone.

more: the four steps of your personal marketing process | eleven marketing strategies for smaller firms | five questions for developing your marketing plan | you only have four strategies | the damage that traditional fee methods do | ten keys to marketing success
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

one way is cross-selling and the other is upselling. cross-selling is persuading a client to buy other products or services to complement a purchase. upselling encourages a buyer to purchase a higher-end, more expensive product or service.
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