the 4 new growth engines in today’s marketplace
things are changing and the old growth model no longer fits.
by gale crosley
crosley + co.
sales
banish the idea that selling is difficult
don’t take rejection personally.
by martin bissett
business development on a budget
it’s not sales. it’s your duty
how to suggest additional services to clients and why you’re doing them a disservice if you don’t.
by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor
question: i always feel awkward telling clients they need additional services that i should perform for them. can you tell something that could “rev” me up for this?
more practice doctor q&a: yes, you should send rejection letters | when to hire an admin assistant | 7 ways to lose a client’s trust | how much should you pay to buy, sell or merge an accounting practice? | why the average fee doesn’t matter | no more printouts at cpe programs? | 6 ways to take a client beyond tax prep
answer: actually, by suggesting additional services you are doing the client a favor and a good deed. also, you are in business and the easiest way to generate additional revenues is to cross-sell services to present clients.
selling on value vs. fees
what’s the difference? compliance sells on fee; advisory sells on value. by martin bissett understanding selling i’ve been asking you to believe in yourself, to get your potential clients to open up to you and to demonstrate to them the outcomes … continued
3 ways to convert scheduling practices to new fees
practice these disciplines every day. by martin bissett winning your first client you may be thinking right now, “well, very good, martin, but we have finite time. we’re very, very busy people and we need to get business in the … continued
selling vs. attracting to build relationships
break down unspoken barriers. are you just about compliance? by martin bissett winning your first client it’s about time to realize that value is not about time. more bissett: selling vs. attracting to build relationships | when selling, don’t chase new … continued
when selling, don’t chase new fees, attract them
focus on the client’s concerns, not your own. by martin bissett winning your first client let’s start with two simple definitions to avoid any confusion: the purpose of marketing is to create the opportunity. the purpose of business development (sales) … continued
selling accounting services doesn’t have to be hard!
four reasons you might be having trouble. by martin bissett winning your first client let’s take a look at the last 16 years of my experience and my research as to where new clients come from in an accounting practice. … continued
‘selling’ isn’t a dirty word
don’t like selling? call it something else. by martin bissett winning your first client being a successful person according to your own measurement of that, and your own goals and your own standards, is different for everyone. if you’re comfortable … continued
8 factors in practice development success
hint: be successful in life first. by martin bissett winning your first client you know the identity of your first client, and if you buy into you, then there’s a good chance of potential clients being prepared to do so, … continued
in sales, perception is reality
you have to believe in yourself. by martin bissett “no man has the ability to step outside of the shadow of his own character.” — robespierre as far as our potential clients are concerned, how they perceive us is how … continued
success begins with accountability
8 key questions to get you started. by martin bissett the secret to overcoming failure to correctly implement a successful business development strategy is by “winning your first client” and this starts by being accountable to someone for your performance. … continued
do you realize you’re failing?
be proactive, rather than waiting for business to come to you. by martin bissett have you noticed all of those titles in the local bookstore or at the airport offering us the “key” to this and the “key” to that, … continued