what are you trying to accomplish?

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

there is no silver bullet when it comes to marketing. that does not mean that having a focused marketing plan is not of critical importance to the success of your consulting practice. at last count, there were more than 15 different marketing tools that you can use to support your sales efforts, to generate leads and to get prospects to select your firm.

more: six ways to market your technology consulting practice | five reasons to implement change orders | make your practice better | 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
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the first question that comes to mind is, “which of the marketing tools should my firm use?” only you can answer that question, but here are some other things to consider in reaching your decision:
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today’s bissett bullet: “some accounting firms like to do as much as they can to win a prospect’s business except actually asking for it. what else are you meeting with them for?”

by martin bissett

it never ceases to amaze me how much work an accounting firm will put into winning a client and yet not have the guts or fortitude to actually ask for the business when the time comes. what other reason was there for the two of you meeting all this time? there was only one commercial imperative. shall we work together or not? the superior accounting firm does not struggle in asking for business.

today’s to-do:

today, practice a phrase that you feel comfortable with using at the conclusion of a conversation with a prospective client. this could be, “so on that basis, can we now proceed?” or it could be, “so can we schedule a date for the first meeting?” or any other of your choosing, whatever is comfortable for you, but make sure you use it.

see more bissett bullets here

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