Monthly Archive: May 2018

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How clients choose accountants

Most prospects find it difficult to evaluate an accounting firm. They understand little or nothing about the accounting process itself and so do not feel they can evaluate a firm simply by asking the right questions. Because of this, many clients may look to use external measures to evaluate an...

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The importance of motivation

Motivation is the fundamental driving force behind successful marketing. Motivation is fueled by the desire to grow, and the belief that you can engage larger clients and provide them with the services they require. This desire and confidence is the root of the marketing mentality. Many accountants these days pay...

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A client-centred approach

The key to successful client relations, and therefore to continued growth, is to develop a client-centred approach throughout the firm. This helps to create a dynamic, entrepreneurial feeling within the firm and enthusiasm and interest within the client base. This in turn will ensure a steady stream of quality referrals....

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What impression does your reception area create?

Have you ever heard the expression “you never get a second chance at a first impression”? It may only take a quick glance, a lingering look or perhaps their overall experience in your reception area for your clients to form their underlying opinion of your services. For some clients, the...

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What are a partner’s responsibilities?

The role of partners is often difficult, and accepting that careers are changing is not easy. To prosper today, partners must be tough, competent professionals who can provide services to present clients, and develop new business. Partners should be responsible for future issues confronting clients, promoting value-added services, and maintaining...

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Creating a marketing culture

In professional service industries, it is all too common for firms to neglect their marketing needs. When you have a reliable client base and are comfortable in your role, marketing can seem like an unnecessary undertaking. Unfortunately, in today’s increasingly globalised and online business environment, financial services providers are faced...

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Common sales objections

When selling your services, you will find that you face the same objections again and again. Here are some of the most common, some insights into the reasons for them, and ways to deal with them. ‘Your firm is too big’This will come from small businesses worried that they will...