marketing

keeping score in the accounting business [pro member exclusive]

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learn how to read the scorecard.

keseric

by nick keseric

i have a good friend tucker who over the years has collected over 10,000 golf scorecards from all over the world.

people, even strangers, know of his quest and send stacks of scorecards to his mailbox each year from their travels.

and like a proud father, he’ll pull out his latest batch of cards to show with great pride.

more nick: six ways to stay positive in 2013  • seven steps to leverage the power of positivity in your firm, your career and your life   •  nine bridges to cross in business development for accounting firms   • if business development is a circus at your firm…   •  my attitude??? what’s wrong with my @#$%! attitude?   •  curious minds want to know: are you helping or selling?   •  the six-step roadmap for cpa change agents   •  20 biz dev ideas for your career and your firm   • 

however, if you show too much interest in his cards, he will kick it up a gear (lucky you) and start showing you a hole and begin to tell you what clubs he would hit on each hole according to the yardage of the hole. i always said tucker has too much time on his hands!

you know, a golf scorecard and an accounting marketing plan are very similar.

read more →

seven checklist secrets for turning tax season into opportunity season [pro member exclusive]

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use your time with the client to ask about more than just this year’s tax return.

by sandi smith, cpa
accountant’s accelerator

here are some fast tips to help you make the most out of busy season, which is when you have the highest amount of your clients’ attention all year long.

more for soloists and small firms:  how to stay energized, upbeat, and thinking bigger through busy season • seven ways to wow your prospect • rev up your revenue with these two daily rituals • 10 tips for creating more energy this tax season  • take a cue from venture capitalists: your firm needs a brain trust trinity    •   accountants, do you know your opportunity number?    •  five ideas to overcome client price-sensitivity   •    5 mistakes to avoid when seeking new clients  •  3 steps to start running on millionaire time   •  the missing ingredient in your marketing that will make all the difference   •  on the road to a stress-free life: identify your character strengths  •

1. make a checklist to go through with your prospects during the initial meeting (a/k/a “the sales call.”).

  • this is the time to find out what your prospects need and why they might be switching accounting service providers.  you can get your hands around the scope of a clients’ needs best when you use a checklist.

some example entries could be: read more →

can you hear me now?

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eight reasons why accounting firms need to work on internal communications first. by bruce w. marcus professional services marketing 3.0 a terrific definition of chaos is when a client asks two different people in your firm the same question — … continued

the secret formula for getting new clients

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the 16-step plan to focus on landing one new client at a time. by bruce w. marcus professional services marketing 3.0 here’s a little secret about accounting marketing. it always comes down to selling the individual clients — one by … continued