The way you find new clients and keep existing clients ultimately determines the results of your firm.
Profit levels, cash management, capital value - all are determined (partly) by the way you work with your clients new and old.
Likeable, highly responsive and growing clients who are willing to buy lots of services and pay high fees are most firms' dream. Is there a formula for winning and keeping these high-value clients or processes you can follow?
Even though there's no silver bullet for achieving this goal there are practical steps you can take. Check out the articles below with links to resources and actionable next steps to help you:
We all know that asking the right questions is key to success, that asking the wrong questions can have the opposite effect and that this applies not just in business but to life in general. You’ll know this is true if you have teenagers in your household. Treading carefully is an artform when it comes to
Read MoreYour firm is successful because you have sales, you have won business, convinced clients to buy from you and some have bought again and again. The current success of your firm is down to your hard work done to win and keep these clients, but the future of your firm also depends on new clients and
Read MoreWhen it comes to securing existing or future business with your clients then the questions you ask are fundamental to your success. When you use a proven framework and ask your clients both ‘happy’ and ‘sad’ questions you build value and sell more in your accountancy firm. Both kinds of questions are needed, and you can learn
Read More“Too many emails!” – It’s easy to dismiss email marketing as a thing of the past, in fact some have even said it’s dead… Especially with social media and the mobile way of working getting all the attention, and marketing emails flooding yours and my inbox every day… However, statistics on email marketing performance don’t agree with
Read MoreMost people don’t like ‘sales people’… If you ask your team to describe a typical sales person, they may use the words pushy or aggressive or describe the car salesman in a shiny suit trying too hard to sell you a car you are not sure you want, at a price you’re not comfortable with… This is
Read MoreThe world of sales – love it or hate it, we are all involved in it. Most of us sell something or are sold something every day. Probably without even realising it… On your way to work today the person on the radio will have sold you the idea of staying with them by telling you what
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