and, it’s not a mission statement. by bruce w. marcus professional services marketing 3.0 there is no great mystique to the marketing concept of positioning. while it’s not as simple as some would make it seem, nor as complex as … continued
3 tips for a powerful pitch.
by sandi smith, cpa
accountant’s accelerator
an elevator speech is that short and sweet 30-second answer to the question “what do you do?” in networking circles, it’s critical that your elevator speech is clear and interesting. if it’s not, people will be confused, and no one who is confused will know how to refer you to others.
more for soloists and small firms from at 卡塔尔世界杯常规比赛时间: four ways to practice entrepreneurial perseverance • 5 mistakes to avoid when seeking new clients • the success secrets women already know • his and her brains at work in tax and accounting • the power of deadlines in closing a deal • on the road to a stress-free life: identify your character strengths • the missing ingredient in your marketing that will make all the difference • 3 steps to start running on millionaire time • 5 mistakes to avoid when seeking new clients • why you’re missing out on 98% of your new business potential • how to win new clients with a freebie strategy • the top 12 business card blunders accountants make • seven tips to keep the clients you have • how to attract clients like a magnet • eleven easy ways to deliver more value to clients• five things accountants take for granted that costs them revenue • what’s in your new client funnel? • what’s in your welcome kit for new prospects? • five fun and easy ways to wow your clients • six ways to give yourself a raise • strategies to stop losing business to competitors
the typical networker recites their elevator speech by listing everything they do. for example, i recently heard an insurance agent say, “we insure your auto, car, home, life, …” well, i heard part of it. she listed a dozen more things – the kitchen sink may have been in there – and i bet some of those services haven’t been sold in years. read more →
how to change your thinking to prevail over the toughest of circumstances
perseverance is a skill that anyone can learn to not only survive, but thrive through life’s curves. when adversity strikes, it’s not what happens to you but how you respond to what happens to you that has the greatest impact on your life.
more for soloists and small firms: how to win new clients with a freebie strategy • the success secrets women already know • why you’re missing out on 98% of your new business potential • the missing ingredient in your marketing that will make all the difference • 3 steps to start running on millionaire time • on the road to a stress-free life: identify your character strengths • the power of deadlines in closing a deal • his and her brains at work in tax and accounting • 5 mistakes to avoid when seeking new clients • the top 12 business card blunders accountants make •
here are four specific ways you can change your thinking to persevere in the toughest of circumstances, from sandi smith, cpa, “the accountant’s accelerator:” read more →
is the question ludicrous? by bruce w. marcus author of professional services marketing 3.0 looking at the question from a different point of view, the international consultant patrick mckenna, said, “if you’re trying to determine which of the two professions … continued
wrong question. ask instead: who puts the client first, and how? by bruce w. marcus professional services marketing 3.0 comparing the marketing ability of one practice to another is irrelevant of itself and leads to generalizations that serve no useful … continued
build trust by giving prospects a small sample of value.
[for another view, see when not to offer a free initial consultation]
by sandi smith, cpa
accountant’s accelerator
today’s biggest marketing challenge for soloists and small firms is getting people’s attention, then getting their trust. one way to completely overcome the trust issue is to let prospects receive a small sample of value from you at no charge.
related: the success secrets women already know • why you’re missing out on 98% of your new business potential • the missing ingredient in your marketing that will make all the difference • 3 steps to start running on millionaire time • on the road to a stress-free life: identify your character strengths • the power of deadlines in closing a deal • his and her brains at work in tax and accounting • 5 mistakes to avoid when seeking new clients • the top 12 business card blunders accountants make •
because the trust factor is at an all-time historical low, as a practitioner you need to do one or more of several things before clients will do business with you in most cases:
plus, five more essential pieces to the profit puzzle.
by marc rosenberg, cpa
author of “what really makes cpa firms profitable?”
i want to de-bunk a myth about niche marketing. many cpas that i have talked to think that niche marketing means that most, or all of their business, needs to be in their niche.
related: practice development is no longer an optional activity • 10 good ways the achieve partner accountability • pick your partners right to begin with • the first nine questions your partner team needs to embrace for optimal profitability • profitability and the value of strategic thinking • the five essential building blocks for creating a strong accounting firm • the seven signs of great leadership in a cpa firm • compensation issues for the new managing partner •
they think they will have to stop being generalists or will have to give up all their clients outside the niche. this is absolutely not the case. read more →
file under: accountant humor. [jwplayer mediaid=”24535″] now that the election is over, everyone is talking about the impending tax and fiscal cliffs. kyle’s cpa video blog is back with its fifth episode to help everyone get through these uncertain tax … continued
who gets more out of their employees, men or women?
by sandi smith, cpa
accountant’s accelerator
if you guessed women, you’re right. women possess natural relationship skills that help them build loyalty, foster productivity, and spark motivation.
related: why you’re missing out on 98% of your new business potential • the missing ingredient in your marketing that will make all the difference • 3 steps to start running on millionaire time • on the road to a stress-free life: identify your character strengths • the power of deadlines in closing a deal • his and her brains at work in tax and accounting • 5 mistakes to avoid when seeking new clients • the top 12 business card blunders accountants make •
according to a study by the guardian life small business research institute, women’s skills provide: read more →
wishful thinking? by bruce w. marcus professional services marketing 3.0 卡塔尔世界杯常规比赛时间 research has uncovered the startling fact of the wide disparity between how accounting firm management perceives their own performance and how their clients see their performance. (join the … continued
a short discourse on random and statistical risk. by bruce w. marcus author of professional services marketing 3.0 risks are different in context and magnitude. a good mathematician can often statistically quantify the boundaries of risk, such as telling you … continued
three ways to master the art of follow-up.
by sandi smith, cpa
accountant’s accelerator
it seems there are hundreds of questions swirling around how to follow up with prospects. the raw truth is that very few people follow up at all. on average, only 2 percent of people buy on the first contact with a vendor.
so if you’re not following up, you’re walking away from 98 percent of your sales.
more for 卡塔尔世界杯常规比赛时间 pro members: the missing ingredient in your marketing that will make all the difference • 3 steps to start running on millionaire time • on the road to a stress-free life: identify your character strengths • the power of deadlines in closing a deal • his and her brains at work in tax and accounting • 5 mistakes to avoid when seeking new clients • the top 12 business card blunders accountants make •
here are my tips to maximize sales and take the pain out of following up: read more →
r-i-s-k: it’s amazing that so simple a four-letter word can be so complicated. by bruce w. marcus professional services marketing 3.0 there are risks with dire consequences and risks with negligible consequences. there is risk in every human enterprise; in … continued