Monthly Archive: June 2018

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Improving your firm’s image

Consider improving your firm’s image in the following areas: PremisesA firm’s premises should be maintained in good order and be of smart appearance. The reception area is an asset in that this is the first place clients see and it should be kept in good order, of smart appearance and...

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Dealing with difficult clients

Despite your courtesy, respect, careful explanations and good listening skills, some clients can be difficult. Most professionals have had to deal with difficult and demanding clients during their careers. In some cases, the aggravation and stress may have caused you and the client to go your separate ways. Many times,...

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Effective proposals

If your firm is like most accounting firms, your proposals look a little bit like this: 90 per cent of information is about your firm: the proposal starts with a history, why your firm is qualified, etc. and ends with a set of bios on your firm’s professionals 10 per...

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Firms and social media

Firms who aren’t on social media are missing out on some of the most significant opportunities this digital era has to offer. Social media has the power to improve a firm’s brand, communication and understanding of client needs and expectations. Just like firms were considered to be uncommitted to change...

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Blogging: What is it?

A regularly updated blog gives firms the opportunity to boost their SEO ranking and communicate with clients online. A blog is a collection of articles or posts which are targeted to a particular industry. For firms, it is a communication tool that can be used to provide online clients with...

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The secret of sales success

The secret of sales success often comes down to having two goals; to get in the door and to secure the prospect. Getting in the door To get in the door, try a the three-step approach of: Try to make direct contact with the prospect. Are they approachable? If so...

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The importance of follow-up

Many accountants feel that a prospective client should be ready and able to sign with them after one meeting. In an ideal world, this would be the case, but in reality, it can take a number of meetings before a prospect feels ready to sign. Here are some tips to...