by Heather Townsend | 23, Apr 2018 | AMC Book Extracts, Selling advisory services, Winning new business
Twitter Follow LinkedIn Follow Unlike compliance services, your client does not need to buy advisory services. It is an optional spend. So how do you get them to want to buy? With good quality sales skills! This article, based on an extract from The Accountants...
by Jon Baker | 25, Sep 2017 | Choosing your niche, Winning new business, Your firm's services
Twitter Follow LinkedIn Follow There are many things I’ve been asked since Heather and I wrote the Go-To Expert. One of the most common is about how somebody can define themselves as an expert. A common reaction being marketing yourself as an expert seems a bit...
by Heather Townsend | 6, Aug 2017 | Selling, Selling advisory services, Your firm's services
Twitter Follow LinkedIn Follow Selling advisory services to their clients is one way in which accountants can increase their average fee, and help their clients more. But many small firms are struggling with how to sell advisory services. Here are 5 steps to start...
by Heather Townsend | 5, Jul 2017 | Account management, Choosing your niche, Marketing, Referrals, Winning new business
Twitter Follow LinkedIn Follow The way people buy accountancy services has changed, and continues to evolve. Be honest, you know buyer behaviour has changed; but has your behaviour changed? Do your marketing priorities reflect changes in the way your prospects look...
by Heather Townsend | 3, Jun 2017 | Blogging, Choosing your niche, Content, Marketing, Winning new business
Twitter Follow LinkedIn Follow How to win more audit work by following the 7 lessons learnt by an auditor who generated £100k of business from 3 blog posts and 3 newsletters. How to win more audit work I’ve just got off the phone to a very happy client, who is...
