Most of the accountants I work with shudder at the thought of having to go out and use marketing tactics for themselves. Many have no idea how to do it, and others don’t really enjoy that part of the business. So when I teach a sales class to my favorite group of...
You’ve just bumped into one of your ideal clients at a networking event, someone you haven’t met before. You’re speechless because you’ve wanted to work with this person for months (if not years) and here they are standing in front of you. When you reach out to...
There’s one big part of your business that is leading you AWAY from the abundant business you dream of. It’s not know how to say no to clients who aren’t a good fit for you. I hear accounting professionals say all the time they’re in need of business. So when a...
After working with accountants for the last year, I’ve come to notice a common thread among many of you…you love to say YES to everything and you love to give away free information and simply don’t know how to set boundaries! Alright, maybe “love” is the wrong...
Accounting professionals frequently ask me how they should position their prices to prospects and my answer is fairly simple. Before you talk about price with any of your prospects you need to find out what their needs and problems are and then show them your value...
Client testimonials come second in importance in the world of sales and growing your accounting firm, surpassed only by direct referrals. Many of the accounting professionals that I work with claim that they get quite a few of their new clients through personal...
