{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F9d92eba0-0a0b-4b32-b8bc-660ab3730614","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"What Works for Accountants on Making Clients Switch Firms","description":"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.\n\nKey takeaways from this episode include:\n\n\u27a4 asking why a business owner or prospect would need to switch to your accounting firm\n\n\u27a4 questions that need compelling answers if a client is going to leave their current advisors to come over to your accounting firm\n\n\u27a4 the difference between the accountant's reasons why a client should switch and those of the prospect\n\n\u27a4 making a distinction between logic/facts and emotional/aspirational reasons to switch\n\n\u27a4 the importance of urgency and how a lack of it makes life easier for clients to reject a new accounting firm\n\n\u27a4 identifying the most common and pressing business issues that have motivated a client to hire your accountancy practice in the past\n\n\u27a4 what works when winning grade A new clients from your competition in an urgent and compelling way.\n\nNOTE TO LISTENERS:\n\nThe 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.\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 18000+ unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/51bc111a-8fac-4556-8338-4535d31e81d0/LCSC69iybuL0RGisI2iwhDkp.jpg"}