Category: Newsletters

Firm marketing goals 0

Successful proposals

Proposals that are well written, focus on the prospect’s real needs and are professionally presented are most likely to be short-listed for further consideration. But while your proposal must be good enough to move your firm to the next stage of the selection process, it is rarely the sole determining...

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Getting the most out of your surveys

Conducting a survey is one of the best ways a firm can collect meaningful data from clients. When carried out properly, surveys can provide firms with the kind of information needed to improve a firm’s services, products and interaction with clients. But when they are poorly organised, firm surveys can...

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Segment your way to success

Firms looking to improve their email marketing response rate should consider segmenting their audience list. Segmenting is the process of dividing an audience list into subgroups. It allows firms to send specific or targeted emails to a specific group or targeted individuals who may be more responsive to firm messages....

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To network or not to network?

Networking can be an effective marketing strategy for many accountants. It is the process of establishing personal relationships with individuals who could become clients or who are in a position to refer potential clients. But despite its proven advantages, networking doesn’t always guarantee success for a firm. Although it can...

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Selling accounting services

Most accountants already have a certain level of sales ability. Their client portfolio is a testimony to that. Accountants will acquire different clients based on their sales ability, and they will lose others if their communication skills need improvement. Accountants do not sell services; they provide solutions that clients want...

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Prospecting: Getting started

The first step for a firm that is targeting prospects is to identify the different groups of prospects, and decide how they are going to be targeted. Directly targeted prospectsThese are the small groups of companies that firms should personally target for approaching during the year. Firms need to select...

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How happy are your clients?

It is quite common for clients to leave a firm for service delivery or work quality reasons. However, many clients will not openly complain about the service they are receiving. Instead, they will start asking how much you charge for services or simply take their work elsewhere when they believe...

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Don’t depersonalise your client meetings

The interactions between clients and industry professionals have expanded over time to include emailing, phone calls and even instant messaging. But while these channels are efficient and easy to use, it’s important for firms not to overlook the advantages of scheduling regular face-to-face meetings with their clients. Considered by some...

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Communicating with clients

Communicating well with clients doesn’t always from naturally to accountants. But sadly, accounting is largely a people based industry, and more often than not, accountants will often rely on their technical skills, rather than their personal skills when engaging in communication. Here are some tips for maintaining and improving communication:...

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Active listening gets results

Active listening skills help to demonstrate a firm’s ability to meet a prospect’s needs. Good listening plays a large role in developing a close personal relationship with a prospective client. The goal of a first meeting with a prospect is to build a relationship by conveying your sincere interest in...