Episode 14. In today's practical episode, "What Works for Accountants on Making Clients Switch Firms". Martin Bissett explains how accountants and CPAs can make potential new clients need them and switch from a competitor.
Key takeaways from this episode include:
➤ asking why a business owner or prospect would need to switch to your accounting firm
➤ questions that need compelling answers if a client is going to leave their current advisors to come over to your accounting firm
➤ the difference between the accountant's reasons why a client should switch and those of the prospect
➤ making a distinction between logic/facts and emotional/aspirational reasons to switch
➤ the importance of urgency and how a lack of it makes life easier for clients to reject a new accounting firm
➤ identifying the most common and pressing business issues that have motivated a client to hire your accountancy practice in the past
➤ what works when winning grade A new clients from your competition in an urgent and compelling way.
NOTE TO LISTENERS:
The Accounting Influencers Podcast is a daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays . On Sundays, listeners get a short min trailer for the coming week's episodes.
Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.
Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.
Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.
Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.
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