If getting new clients is a bit of a struggle for your business and you’re not reaching the revenue levels you desire due to too few clients, then the first step is to find out where the process is breaking down. There are five main places: Client
Read more →When accountants think about lead generation, methods like telemarketing and direct mail might instantly come to mind. (You might also have a really negative connotation of these methods, but if you do, hang with me for a minute.) It used to be that in telemarketing, if you
Read more →Airplane pilots have checklists for just about everything they do. Checklists promote performance consistency, make it easier to learn new procedures, and increase safety exponentially. In accounting, we can learn from the airline industry and apply checklists to certain areas of our practices in order to reap
Read more →There are many great things about getting referrals. First, referrals have a built-in trust that helps you move through the sales process faster. Second, there’s almost no marketing cost involved. Third, they tend to make a better long-term client. Unfortunately, many business owners take a reactive approach
Read more →No matter how small or large your practice is or how experienced you are, you’re probably going to meet some prospect or clients this busy season who are price-sensitive. Many of you tell me you try to run from them as far away as possible, and others
Read more →For those of you who have current clients in your accounting practice, this is a great spreadsheet exercise you can do to identify what I call “low-hanging fruit,” which means added revenue that will not take too much time or money to go after. Open Excel or
Read more →I feel extremely fortunate to have such a wonderful set of clients that I have learned much from the last few years. Here is a list of lessons learned that I hope will inspire you to work with your clients in new ways. Lesson 1: Help Clients
Read more →It’s quite common for accounting firms (even the regionals) to have no marketing plan in place. The marketing plan might very well be, “get as many referrals as we can.” Or it might be a number for each partner (which is not a marketing plan). Or it
Read more →Some of the answers I have heard that accountants and other entrepreneurs use are: “It depends.” Tell them and get off the phone as fast as possible. “I don’t know.” “What is your budget?” Most entrepreneurs spill the beans about their rates way too early in a
Read more →Most of the time, being an entrepreneur is a delight, an honor, and a great way of life. Every once in a while, there can be those days where you just need a little moral support for one reason or another. That’s when it’s useful to create
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