{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F4b5e19fa-0ec3-4283-85e9-fb4ddb2347b0","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"Why They Didn't Buy Part 9 - You Offer Nothing Better","description":"BONUS: a short bonus episode from the client's perspective - \"Why They Didn't Buy Part 9 - You Offer Nothing Better.\" Great CPE or CPD for accountants with tips on how to position yourselves as better and different to the many alternatives your prospects are looking at.\n\nIn 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.\n\nKey takeaways from this episode include:\n\n\u279c how some prospects just don't see a difference between you and their current accountants, so they don't move\n\n\u279c excuses accountants give for not winning new clients even though they were to blame for not differentiating enough\n\n\u279c the trap many accountancy professionals fall into when giving proposals and quotes to potential new clients\n\n\u279c the blame game accounting practitioners play to pass the buck when they don't win a new client\n\n\u279c the reasons accountants fail to see what prospects really need from a switch to a new accounting advisor\n\n\u279c what accountants should be doing when they are not charging hours and billing time\n\n\u279c how too few accountants see themselves as business people, entrepreneurs and opportunity generators\n\n\u279c the dangers for accountants of assuming they already have the answers their potential new clients are asking for\n\n\u279c explaining the disconnect between the prospects and the accountant in a sales situation\n\n\u279c practical ways for accounting practitioners to be more congruent in sales scenarios with potential new business clients\n\nIf 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...\n\nHow to leave a review on Apple Podcasts\n\n\u2460 Open the Podcasts app on your iPhone, iPad, or Mac.\n\n\u2461 Navigate to the page of the Accounting Influencers Podcast.\n\n\u2462 Scroll down to find the subhead titled \"Ratings & Reviews.\"\n\n\u2463 Under one of the highlighted reviews, select \"Write a Review.\"\n\nAnything 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. \n\nThank you from Rob, Martin and the whole Accounting Influencers Podcast team.\n\nNOTE TO LISTENERS:\n\nThe 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.\n\nEvery 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.\n\nEvery Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world. \n\nEvery 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.\n\nFinally, 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.\n\nMartin and Rob love to hear from the show's 21,000 unique listeners in 144 countries around the world. If you like the show, leave a review...","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/68b77cad-5d83-4964-a02b-4609567dcda4/p16rBbrr6xgqFV9UHHEbb9ea.jpg"}