After working with accountants for the last year, I’ve come to notice a common thread among many of you…you love to say YES to everything and you love to give away free information and simply don’t know how to set boundaries! Alright, maybe “love” is the wrong...
Accounting professionals frequently ask me how they should position their prices to prospects and my answer is fairly simple. Before you talk about price with any of your prospects you need to find out what their needs and problems are and then show them your value...
Client testimonials come second in importance in the world of sales and growing your accounting firm, surpassed only by direct referrals. Many of the accounting professionals that I work with claim that they get quite a few of their new clients through personal...
I’ve been working pretty closely with accountants for awhile now and I can say with certainty that one of the most common questions I receive is, “Why am I having such a hard time prospecting?” My return question is to ask them who their audience is or what their...
Have you ever noticed that when you give away free advice, the prospect rarely (if ever) takes action on the advice you gave? It’s a pretty common occurrence, one that many of my accountant clients have experienced. In fact, when someone pays for your services they...
