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Mark Wickersham (UK):
Referrals don’t just happen – you need
a system Also, signing a client up is not a
one-off transaction. It’s about creating a relationship. You might be doing their accounts
every month for many, many years.
That’s why finding a
great accountant or bookkeeper is such a big thing. Obviously your new client
wouldn’t have appointed you if they didn’t think you were great. They’re grateful that you’ve agreed to work
with them. And, because they’re grateful, it’s when they’re most willing to give something back. (Although sometimes we get this the
wrong way round. We think we should be grateful for their business. If you find yourself thinking this, then stop! Remind yourself it’s the opposite.)
Part of your sign-up system
A second benefit is that at the outset
nothing’s had a chance to go wrong. The relationship’s not had a chance to sour in any way. That’s why it’s the best
time, the safest time, to ask for a referral. And that’s also why you need
a system in place to make sure it happens at your first meeting, as part of your client sign-up system. 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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