What do you really need to sell as an accountant? This is a simple enough question, and knowing the right answer could make a profound difference to the success of your practice. Let’s start with what you’re NOT selling. As I explained in a 2018 blog post, You are NOT selling your time.
How do you evidence your value to prospective clients? You need to be able to do this effectively if you want to charge more than the absolute minimum for your services. This is a key part of promoting and pitching your services. Your promotional and marketing messages should be designed to attract
This post follows on from a previous post in which I set out the 12 ways in which you can Keep In Touch with clients and why it is so important to do so. As I explained in that post, this demands personalised 1-2-1 contact. It is very different to simply following
You want your clients, certainly the better ones, to stay with you. By implication therefore you want them to appreciate that you care about them, that you are interested in them and that you want to help them as much as you can. Those are just some of the reasons for Keeping
Accountants have a distinct advantage over most other service professionals. Your clients need your help on an ongoing basis, at least once a year and often more frequently than this. This leads some accountants to be a little complacent about client retention - certainly as compared with most solicitors and financial advisers.
Do you consider yourself to be a confident person generally? What about in terms of your ability to attract and win over prospective clients? And to keep clients happy and willing to pay you the fees you deserve for the work you do? Whilst many accountants I work with have a fair
Ok, maybe not real 'commandments', so I wonder if you agree. And if there are any where you know you could do better. If so, then maybe focus on what you could do to improve your client service in this regard over the next few days, weeks and months. 1. Ask good
What do people say about you when you’re not in the room? What would you like them to say? Few accountants seem to think this through. If you are clear about what you want people to say though you are likely to find success a lot faster than anyone who is ‘just
The following list is a salutary lesson in what NOT to do if you want to keep your clients. You could also use it as a checklist to have counterpoints to raise in each case when talking to prospective new clients. If they are moving from a previous accountant, they will appreciate
I have lost track of how many sole practitioners and two-partner accountancy practices pretend to be bigger than they really are. Some overtly claim that their firm is bigger than it really is by adding words like “and associates” to the name of the firm. Even though, in reality, it is only
Some accountants I know are proud of how efficiently they look after their own business affairs. Others though are embarrassed at their inefficiencies. And there are some who do not appear to give any thought as to how they are perceived. We all know the old adage that you never get a
Weird question? I know. But stay with me for a moment. For as long as I can remember accountants have treated CPD as being synonymous with technical training - by which I mean technical updates and courses intended to explain new rules and regulations. And surely we have to prioritise such training?
Everyone who knows me recognises my enthusiastic nature. When I was younger I may even have been a touch too enthusiastic. I now recognise that it can unnerve those around you if you are evidently more enthusiastic than everyone else. That was an important lesson for me some years back. So now, older and wiser,
I still remember meeting Christopher Higenbottam at a networking event some years ago. I asked what he did and he told me he is an architect. (Indeed it transpired that he was the MD of Tempietto Architects). We talked for a while about his work. After a few minutes I think I asked him whether
I was asked two related questions during a recent interview. This post is drawn from the notes I made before giving my answers on air. 1. With so many businesses competing with each other online, has it become more important to put more personality into your practice? The smaller your practice the more important
Accountants are expected and trusted to be good business advisers. This puts them in a good position to advice clients during the current troubled financial times. I addressed this point recently in a post entitled: Accountants need to show they really are business advisers as we move into recession. I have now seen reports of another
I introduced this topic in parts one and two so will avoid repeating the points I have already made. This time the focus is on one simple way for ambitious professionals to obtain testimonials. I regularly address this point in my talk about ‘How to make more money from your tax work’ (a popular
I introduced this topic in a previous posting on this blog so will avoid repeating the points I made last time. Recommendations, referrals and testimonials are among the most effective ways for ambitious professionals to establish their credibility. In an ideal world prospective clients would seek recommendations and referrals from trusted friends and family.
