What do your clients really want?

It’s all to easy to assume that all clients want the same things. But unless you ask, you won’t know for sure.

It’s probably true that most clients want their accountants to help them pay less tax and to keep them straight with the authorities. Probably true. For most. But these may not be the key priorities that explain why all of your clients have you as their accountant.

An accountant told me recently that he thought all of his business clients wanted him to help them to earn more money and to pay less tax.  He may be right. But equally, unless he asks them he won’t know who values his business advice and who thinks he is simply interfering.

Another accountant charges very low fees and believes that this is more important to his clients than advice on anything beyond the basics. He may be right. Equally he may have clients who would happily pay more for more advice.

It’s all very well to promote your services by reference to assumptions as to what matters to most prospects for your services. But at an early point you need to check what matters to them most.

Unless you ask them, you won’t know will you?

By |2014-01-07T08:02:43+00:00January 7th, 2014|Accountants, Conversational impact|

About the Author:

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

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