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11 resources you need to create a successful sales process
TwitterLinkedInA Sales Process is the process your firm uses to take an initial enquiry and progress it to a fully-paid up new client. Now, creating a sales process is easy, you just have to outline the steps you need to take to convert your lead to a client. Anyone...
Why relying on referrals is NOT the best way to grow your small accountancy practice
When it comes to growing your accountancy firm many firms rely on referrals as their main route to market. This is a dangerous strategy and can lead to problems. This article explains why.
11 mindset shifts you need to make or risk sabotaging the growth of your small accountancy firm
Twitter LinkedIn There are many books out there on growing a business, indeed many which will help you grow your accounting firm. I found many designed for small business owners to excel at leadership and management, but what I haven't found, is a single book which...
How to prepare your virtual team for the long haul
TwitterLinkedInWhen the pandemic first began (early 2020) and hundreds to thousands of businesses were forced to transition from co-located teams to virtual teams, the only saving grace was that it was temporary. Well, that's what many of us thought. At first, it was...
8 things you may be doing (or not doing) that is negatively impacting your ability to land clients at the right price
TwitterLinkedInThere's nothing worse than taking on a client that doesn't want to pay your rates. Yes, sometimes this is necessary, especially if you want to build a portfolio, but we all know that that if we consistently accepted low rates, our accountancy firm would...
How to handle a new client enquiry: the definitive guide
TwitterLinkedInThere are a lot of steps involved when converting a lead to a client, and depending on how you handle these steps, you can make or break a relationship. In this article, we take a look at 'how to handle client enquiries' since this is the first step to...
How to use the buying journey to win new clients (even in this turbulent time)
TwitterLinkedInThe customer buying journey is what potential clients go through from the moment they discover your accounting firm until they decide to buy your service, and well beyond. Your job is to guide them on this journey so that they end up buying from you...
Everything you need to know about running a lead generation webinar (Part 4): how to run a successful webinar
TwitterLinkedInHave you ever signed up for a webinar but never attended? Perhaps you've signed up and attended a webinar but left halfway through or you didn't end up buying? The majority of people fall into one of these categories, so how do you get more high-quality...
Everything you need to know about running a lead generation webinar (Part 3): How to help people to buy from your webinar
Twitter LinkedIn Have you ever signed up for a webinar but never attended? Perhaps you've signed up and attended a webinar but left halfway through or you didn't end up buying? The majority of people fall into one of these categories, so how do you get more...