marketing & sales

business won’t come to you

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hand using key to unlock doora proactive approach is where many fall short.

by martin bissett
business development on a budget

have you noticed all of those titles in the local bookstore or at the airport offering us the “key” to this and the “key” to that, the “six keys” to one thing, and the “four keys” to another?

more: where is your next money coming from? | forged in fire: the pains of leadership | a lesson in customer service and reputation | prioritize your prospects | good enough is not enough
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

it also seems that every book is a “game-changer” now, to the point where it is difficult to understand what the game is anymore, never mind how to play it.
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leverage your client list today

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smiling woman using smartphonedon’t wait for that clever newsletter to be finished. (started?)

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

one of the most valuable assets i have is my list of clients. i wouldn’t be in business if it weren’t for my clients, and i am grateful for each of you every day.

more: five skills for emotional mastery | why you need a link-in-bio tool | transform your marketing with crm | five kinds of small thinking | five tests: how open are you to change? | maybe price isn’t the problem | three thoughts for a quiet morning
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

keeping a formal list of clients and subscribers in a list management system is often overlooked and frequently underutilized, especially in our industry. there are a couple of reasons for this. one is that some accountants are just beginning to understand the five big revenue-building reasons to understand the power of email marketing.
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win your first client: yourself

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screen shot 2015-01-16 at 8.11.40 amdo you project confidence?

by martin bissett
the martin bissett practice growth system

winning your first client is all about understanding why someone would buy from you before you ever speak to them, before you ever meet them before you ever start the preparation for talking to them.

more: where is your next money coming from? | forged in fire: the pains of leadership | a lesson in customer service and reputation | prioritize your prospects | good enough is not enough | consistency is key to business development
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

this discipline too often goes unexplained by most sales training programs offered to the accounting profession, but ultimately we have to be comfortable with who we are and the value that we offer.
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five ways to keep your edge as a leader

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man writing in notebookspecific steps, including three ways to make life easier.

by august j. aquila
what makes a great partnership

have you ever wondered why in good times or in bad it seems that managing partners of professional services firms fail? what happens to them? do they get stuck in a routine? do they fail to see the next issue coming down the road? do they stop thinking about what is critical for success? or, do they spend too much time with clients, with dysfunctional partners or with all the other noisy, but unimportant things that can pull them from their purpose?

more: five reasons that leaders fail | what managing partners must be doing | do your partners pay their own way? | how to create firm accountability | five questions to ask your partners about accountability
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

sometimes leaders get overwhelmed. they forget that non-stop action is a lot different from delivering results. in short, they lose the alignment between what’s important to them and what’s important to the firm.
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where is your next money coming from?

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financial graph on blackboardfive questions to help forecast your firm growth.

by martin bissett
passport to partnership

if i could give you one tip that would assure that you could predict your consistent practice growth, it would be to look at your calendar.

more: forged in fire: the pains of leadership | perception is reality, client version | 10 questions for reconsidering your prices | would you make yourself a partner? | a list is not a pipeline | prepare the next generation now | are you committed to your firm? | nine points to check before hello | why clients struggle with growth
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

you need to look at what is on your calendar and to look at today’s date and ask, “where is the money coming from this month?” look at what recurring fees you have, look at the value of those fees and what they bring in. then consider what would happen if any of those fees did not recur. look at what would happen if those fees dropped out of the equation and think about how you would replace that income.
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