What are you doing about your clients’ uncertainty about the future?

When I talk with accountants, which I do a lot, I often sense an unspoken concern about increased ‘uncertainty’ in their world.

It is clear to me that many business clients are uncertain, many private clients are uncertain and also many accountants themselves are uncertain.

Business clients

They are uncertain about future sales and expansion, funding options, the impact of Brexit and long term investment plans.

Private clients

They are uncertain about investment returns, future income sources, planning for retirement and funding long-term care costs.

Accountants

They are uncertain about all of the above! And the impact these uncertainties will have on their client base. Accountants are also uncertain about the impact of MTD, the continued increase in software solutions (not just cloud accounting options), the real value of their social media efforts, the ROI of marketing costs, the best processes to put in place to save time and the future of their practices.

What does this mean?

During periods of uncertainty most people seek greater stability and security. (NB: That’s not intended as a political observation!)

Typically their fear of failure increases and their appetite for risk reduces. This is human nature but you may be different. You may prefer to ‘zig’ when everyone else ‘zags’. Maybe this is your way (and your time) to STAND OUT from your competitors and peers. If that’s how you feel, well done. Just ensure that your chosen approach means you STAND OUT in a positive light among your target audience.

So what?

Regardless of your attitude to risk, the question I suggest you ask yourself is: What additional support and advice do my clients and prospects require during these uncertain times?

Can you tap into their current needs, struggles and challenges?

I have long encouraged the accountants with whom I work to find new ways they can offer to help their clients. Offering help (from a position of experience and expertise) is very different to trying to sell additional services. And yet, it still typically still leads to additional business.

The starting point here is to increase your visibility with those people (clients and prospects) who are most likely to want your help. To ensure that they know you are there and able to help them. Will they all respond positively? Some will; some won’t; so what? You will have reminded them that you are there and that they can approach you to help them with their current challenges.

It’s not hard. You could pick up the phone, as I often do; you could send an email or you could evidence your interest by asking relevant questions when you next meet clients.

By |2018-05-22T23:07:00+00:00February 13th, 2018|Future, Servicing clients|

About the Author:

Mark Lee FCA is an accountancy focused futurist, influencer, speaker, mentor, author and debunker.

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