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Mark Wickersham (UK):
Winning New Clients
Clients are only interested in the end
result Keep it simple:
That’s why you have to explain the
benefits. You need to make sure that when you say, “As part of your year-end
accounts we’ll do a tax-planning review” you go on to explain the benefits in simple, non-technical terms. They might sound obvious to you,
but that’s only because you’re an accounting professional. I promise you they’ll be news to
most of your clients!
For example, you could simply say,
“Our detailed tax-planning review will
identify tax savings for you” and stop there. Or – even better – you could add
“… to make sure you only pay the absolute minimum that you’re legally obliged to.” After all, that’s really
what clients want from tax planning. That’s the result they’re looking for.
So remember, every time you list a
feature, whether you explain it orally or in writing in a brochure or proposal, always make sure you explain its benefits – the outcome – for your client, too. NEW programme from the MASTER! (More of Mark!)
Better pricing = higher profits
If you have a service business, you can
earn much more from this series. Also, Mark runs a programme called
Price Consulting, and he teaches
accountants/bookkeepers how to help their customers with their pricing. Thank you for the positive response to
posts on this topic and the action taken. Please tell your friends!
Those links again:
The Value Pricing System
Effective Pricing for Accountants (book)
The Power of Price Psychology
Monthly Mentoring
The complete guide to menu pricing – NEW!
(video training programme) How to build a successful bookkeeping
business (book) How to build a successful bookkeeping
business (video training programme) Grab them NOW and claim the true income
that you earn!
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