BONUS: a short bonus episode from the client's perspective - "Why They Didn't Buy Part 12 - a Poor Quality Appointment." Great CPE or CPD for accountants with tips on how to not blame any marketing or telesales functions for giving you bad leads when you don't close the deal.
In these bonus episodes, we focus 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.
Key takeaways from this episode include:
➨ classifying the quality business leads for accountants into 5 categories
➨ how most accountants blame others when they don't close a new client or deal, even though it was likely their fault
➨ some of the reasons why the accounting firm marketers suffer when the accountant can't close a potential new client
➨ the power of quality data when sourcing accounting firm leads though services like telemarketing
➨ the 3 variables in the quality of business leads accountants are given to turn into leads into appointments into new clients
➨ why enthusiasm wanes as leads grow colder as the sales process develops over time for accountants and CPAs
➨ the difference between the average and the excellent appointment makers and lead generators in accounting firm business development
➨ how accountants should reframe any leads or appointments to increase the likelihood of conversion into new business
➨ how 'lifetime value' and ongoing referrals are significant benefits for accountants when they take first meetings and business development more seriously
If you have a business development, sales or growth angle to your role, and are expected to bring in new business, here's a great resource for you:
Are you a busy accountant struggling to create more revenue and career opportunities?
As an accounting professional, you likely have a business development strategy, selling or work winning dimension to your role and the ability to generate new revenues is what makes you wealthier, more promotable and more valuable to your employers. Many accountants struggle to bring in the kind of work that gets them noticed or makes them promotable. If you’re a partner, you’re under pressure to show you’re worth a seat at the table. If you’re below partner level, you know that beyond technical competence, the passport to partnership is the ability to drive growth.
This unique guide is designed for accounting professionals in practice with 5 simple but effective things to do every day to create significant new career opportunities, greater influence, a better network and new business conversations. What you will learn:
✓ What is a 'reachout' and how to create your target list
✓ How to keep in touch with your contacts and how to approach follow up
✓ How to make an introduction and extend your network by being helpful
✓ How to start a conversation with someone you don't already know
✓ How to make a new business offer without being salesy
If you follow and implement this guide, you will create significant new career options and new business opportunities in the next 30 days. Start today by taking control and toning up your business development skills with a tried and tested 5 step system you can apply with ease every single day.
NOTE TO LISTENERS:
The Accounting Influencers Podcast is a CPE-accredited 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.
Martin and Rob love to hear from the show's 22,000 unique listeners in 150 countries around the world. If you like the show and listen to multiple episodes, we'd really appreciate your appreciation with a review or rating. As most of our listeners tune in via Apple podcasts...
How to leave a review on Apple Podcasts
① Open the Podcasts app on your iPhone, iPad, or Mac.
② Navigate to the page of the Accounting Influencers Podcast.
③ Scroll down to find the subhead titled "Ratings & Reviews."
④ Under one of the highlighted reviews, select "Write a Review."
Anything about the style of the show, the frequency, the content, the CPE/CPD, the hosts Martin and Rob, the guests, the different segments or something in particular that's made a difference. Listeners can rate the show on a scale of one to five stars and can also add a written review.
Please also recommend the show to people in your network because we'd love to reach a wider audience. Thank you from Rob, Martin and the whole Accounting Influencers Podcast team.