{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2Ff774b169-04e5-4e9a-bc88-05f30421e201","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 10 - Referrals vz Ordinary Leads","description":"BONUS: a short bonus episode from the client's perspective - \"Why They Didn't Buy Part 10 - Referrals vz Ordinary Leads.\" \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 making the case for a little business development or sales training for accountants before they go to any prospect appointments\n\n\u279c the negative mindset of many accountants who think they don't need any help or coaching to talk to clients\n\n\u279c the three possible outcomes for accountants on a first sales meeting with a potential new business client\n\n\u279c some of the mistakes accounting professionals make to undermine their chances of success with a prospective new client\n\n\u279c how laziness and complacency plays out with the attitude of accountants meeting potential clients for the first time\n\n\u279c comparing accounting business development and new client acquisition to dating and romance\n\n\u279c the reasons prospective new clients don't buy or hire new accounting professionals or engage firms\n\n\u279c the importance of empathy and getting on the client's wavelength to increase chances of success for accountants wanting to win new business\n\n\u279c the need for accountants to 'think of the fourth sale first' as Alan Weiss describes here https://alanweiss.com/think-of-the-fourth-sale-first\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 20,000 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/7078a4fb-5ae7-4f67-aa15-d55880a4c144/c4ozP7LVKPa2bowfPnBfYQJv.jpg"}