Sometimes the Accounting professional in public practice has no wish to INCREASE the number of clients. Instead, he or she wants to IMPROVE the quality of clients so that there are more of those best, profitable no-hassle clients and fewer...

Competition for accounting clients is LOCAL

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Want to change your accounting client profile towards the more affluent, cooperative clients?

Too much work with bad clients? Why not change the client profile...?Sometimes the idea of increasing the number of clients isn't appealing or even practical to an accounting firm.

It's always a personal choice of the practitioner or partners, and there's no right or wrong decision in this matter.

What you do with your practice is solely your business and no-one else's, of course.

Not everyone wants to expand through a vast clientele and take on the hassles of employing additional accountants, bookkeepers and administrative staff. There are benefits to remaining a small unit.

A sole practitioner who's been in practice for a while usually has TOO many clients already... and too much trouble.

He or she wants to LESSEN the nuisance, not take on a load of additional clients (and headaches).

At work, the old 80/20 rule will ensure that 20% of clients cause 80% of the hassle... but these same clients definitely don't bring in eight tenths of the income. The OTHER 20% of clients - the better ones — bring in the bulk of income.

And then there's the issue of profit. No matter what your billing system, the clients who cause the most problems usually bring least profit.. and sometimes none at all.

They do this by hocking your time with their demands, complaints and whatever nonessential reasons they have to communicate with you... and taking their sweet time paying your bill.

If it was only the time it takes you to TALK with them... but they also steal additional time and actually SAP your life-energy from you by stealing your ATTENTION. The price you pay in upsetting yourself for these cases will always be the HIGHER cost of these clients.

In fact, after such unpleasant happenstances, it can take a couple of DAYS to regain one's composure and positive frame of mind so one can again work as productively as before.

Needless to say that if you have too many of this type of client so that contact with them is unavoidable on an average working week... well, the QUALITY of your life can suffer tremendously... and with little or no results for anyone involved.

Courage of tolerance — putting up with uncooperative clients — is rewarded only by continuance of misery.

So, WHY do we put up with it for years or even decades?

Could it be that we feel we have NO CHOICE?

 

You HAVE a choice

If only we could AFFORD to get rid of the non-cooperative, non-appreciative and non-profitable clients!

We assure ourselves that it's better to work for little money than not to work at all. We persuade ourselves into believing that even those difficult clients are good people... they've just had bad days.

And we settle into a philosophical (and often cynical) state of mind about "realities of life," just trying to get by.

But tell me... do you really ENJOY that?

Remember the first day when you walked into your office... remember how enthusiastic and positive you felt about your work?

How do you feel NOW?

The lost zest for life IS simply the TRUE COST of those few bad clients.

And it's a huge cost.

It's the biggest loss of income you've ever had... to say nothing of quality of life.

And here's the thing: You DO have a choice.

That's the first thing to agree with and the most important one. As long as a person believes he cannot do anything to change his situation, he won't try... or he won't try with the required persistence to make a difference.

Once you BELIEVE you can change conditions then it's time to create a plan that offers sufficient likelihood of success... and start.

You do NOT start by terminating every unpleasant client you have.

Instead, you start by acquiring the capacity to obtain new and BETTER clients, securing the power to find and sign more cooperative clients... and sign on one, get him started and established as a client... and THEN terminate the worst of your bad clients!

And then you just do it again. And again. And... you got it, just repeat the same action as many times as you have bad clients.

The choice is one of "precautionary preparation," one where you take no risks and only terminate clients (starting from the worst case) once you've already REPLACED them with a better one.

 

What it takes to improve the profile of your accounting firm's clientele

To start improving the situation you need an effective way for transforming the clientele by changing bad clients into good (better) ones.

First of all, you need to define the profile of an ideal client. You'll need to do it right, not as a wishing list to Father Christmas but based on the profile of your existing better clients.

This definition can be reviewed annually in order to develop the profile... but it needs to BEGIN from something realistic, a type of client you already attract... so don't create a goal that is SO up there in the clouds you actually set yourself up for a failure.

Secondly, you need a special basic accounting service that will...

- appeal to the better kind of clients by offering what they want (but aren't receiving from their current service provider) so you can acquire new clients who are more cooperative and appreciative while also producing a significantly higher profit in terms of time used versus fees earned
   
- include a small educational element in order to teach the client how to obtain the most out of his accounting services (which automatically puts in certain rules of cooperation minimising any additional hassle for you)

Thirdly, you need some SUPPORT in that someone else does the nitty gritty part of marketing your services.

With this I mean that it's counterproductive to have YOU do the actions that OBTAIN THE PROSPECTIVE CLIENTS.

To put you to do cold calling is equivalent to lighting a fire with chips of ice because it IS a depressingly monotonous task to say the least... and the death toll for your self-confidence at its worst.

You should NOT be the person who initiates FIRST contact with business owners in your area because that's not going to BUILD your self-confidence but quite the contrary.

You are the soul of the accounting firm. You're its top expert, the culmination of financial knowhow, a consultant whom people should PAY to speak with, really.

In case of presenting your services, you should NEVER talk to anyone who hasn't FIRST ASKED FOR IT, whose interest in your knowhow hasn't first been proven to a good degree.

You should NEVER put yourself in a position wherein you have to PERSUADE or PROVE your expertise or value to someone.

And that's exactly what happens if YOU start telemarketing to find potential clients.

It is a TOTAL waste of your potential and expertise, casting pearls before swine, really.

And that's not even the worst of it. Forcing yourself into a position wherein you'll receive belittling, rudeness and other negative communication born from ignorance of those you call... well, that's just going to eat away at your self worth and confidence, which is completely against the idea of the whole thing.

Thus, to secure new and better clients, you need the prospecting services of someone who...

- is willing to go through the business owners in your area over again to find the ones who ARE genuinely interested in your special services, so that you only speak to THOSE... and
   
- has the knowledge and skill to do this with sufficient QUALITY so that the prospects you obtain are good ones and you'll have a better-than-average chance of signing them onto your services within a reasonable frame of time.

That's what it takes to ensure you'll be able to replace the uncooperative clients with better ones.

 

See what we can offer to help you acquire better accounting clients

It's a fact of life that some clients are better than others.

Another truism is that clients rarely CHANGE — a good client usually remains that way... and no amount of patience will see a bad one become much better.

From this comes the basic rule that if you're totally opposed to the idea of acquiring new clients at all, then you'll have to contend with the quality of client you have now as there's o way to improve that without obtaining new clients with which to replace the bad ones.

To HAVE a choice, you need to acquire SOME new clients of the better kind with which you replace those whose contracts you'd rather terminate.

So if you want to have a choice, why not see whether the Quality-Assured Accountancy Client-Acquisition Service could be what you've been looking for.

It offers all the integral parts needed to acquire new clients, whether for replacing bad ones or for purposes of outright expansion... and offers it with certain definite guarantees on results.

Alternately, why not see if you could participate in our seminar "Revealing the hidden barriers of accountancy client-acquisition" that will be held in the near future. I guarantee it will open up new opportunities for you to utilise your true potential in your local area!

So, now you DO have a choice... and I hope you find it positive.

Best wishes,

Harry Kafka
HDK Consultants U.S.A. Inc.
PMB 211, 411 Cleveland Str.
Clearwater, FL 33755, U.S.A.
Phone (727) 474 1206
Calls from outside USA: +1 727 474 1206
CONTACT FORM


Practice Management Articles

- Monthly Financial Consulting Service: Introducing the proven superior BASIC accounting service that will give you a steady flow of new clients: The MFCS practically sells itself!

IF there was a way to ensure that clients understand and use the information they receive from YOUR basic Accounting service... you would have a mile-long queue of business owners outside your door, all begging for you to accept them as new clients!

CLICK HERE to read how to start delivering a basic Accounting service that 85% of business owners consider so valuable that they would immediately start considering a change of Accountants if they thought it was available...

How to ware your Marketing Hat with a creative, results-producing viewpoint?

As the owner of an Accounting firm, you have many separate tasks and hats. In this article, we examine how easily one can think about marketing "wearing the wrong hat"... and how to avoid the inevitable cost...

CLICK HERE to hold onto your Marketing Hat and make life a lot easier!

Why not offer what businesses want MOST?

51% of small businesses turn to their Accountant for advice...but are we WASTING this natural demand by NOT advising SMEs on the most make-sense and NEEDED areas of enterprising... just because they don't know how to ASK FOR IT?

CLICK HERE to see how you can give clients what they want most....

Packaging Accounting services into highly desirable products

What on earth is PACKAGING? Well, it's the first and most important part of marketing... something without which you will have enormous hardships in getting your services sold effectively because you're not utilizing the PULL that's there. If you read nothing else from our web site, PLEASE read this...

CLICK HERE to read how you can package your Accounting service so it has tremendous pull for your main market — so the service will SELL all on its own!

Instead of paying thousands, how about GETTING PAID for marketing your Accounting services?

In your wildest dreams, have you ever imagined that marketing your services could DIRECTLY BRING INCOME instead of costing an arm and leg?

No, you didn't misunderstand and there's no mistake here... and it's not a wild scheme but something a growing number of firms are employing today...

CLICK HERE to read how Accounting publications can start bringing you a direct income AND new clients!

Looking for inexpensive marketing ideas for a small or startup Accounting practice?

A small Accounting firm has some very speficic requisites for any marketing system. Otherwise, you're playing with the very survival of your practice.

There are certain simple basics on how to EVALUATE Accountancy marketing systems on whether these really have what it takes for you to get new clients.

CLICK HERE to learn how to evaluate your needs for an Accounting service marketing system!

Making use of normal people in selling Accounting services... or are you planning to do it yourself forever?

Read this article to find why it's seemingly impossible to get someone to sell your services successfully. Once you KNOW, you can actually DO IT...

CLICK HERE to learn how you can help average people become highly effective sales persons for your Accounting firm!

EXPANSION-MINDED OR NOT? Why not take this tongue-in-cheek test to measure your readiness for expansion...

Expansion doesn't just happen like a lightning out of blue skies. It requires favourable circumstances... Here's a test for you if you have what it takes to BITE bite into this hot chilli pepper...????

CLICK HERE to test how ready your firm is for healthy expansion at this moment!

Ready-to-use tools for finding prospective Accounting clients and to present & sell your services successfully:

What's all the fuss about ready-to-use tools for marketing & selling Accounting services? What's the difference — if these are NOT software solutions then WHAT are they?

CLICK HERE to learn the secret of ready-to-use marketing & sales tools used by the most successful Accounting firms today!

The biggest trap stopping you from obtaining Accounting clients at will...

There's an insidious, invisible TRAP into which we've all fallen. If allowed to remain unnoticed, this trap mechanism will effectively keep any Accounting professional from ever gaining the ability to obtain clients at will.

Knowing the anatomy of this insidious trap (and knowing how to get out of it) is probably the most vital piece of knowledge for unleashing your true potential in acquiring new clients at will.

CLICK HERE to learn the biggest trap stopping accountancy client acquisition... and how to guarantee it won't stop you from obtaining accounting clients at will!

Why you can't find anywhere NEAR as many prospectice clients as you want:

If only you could FIND MORE PROSPECTIVE CLIENTS...

Why does it appear impossible? Why do you get SO FEW referrals and prospects? What's causing this?

Well, chances are you've totally overlooked the biggest source of prospective clients in your area!

CLICK HERE to read an amazing article on different types of prospects and what you need to find and sign these onto your services successfully!

Pricing Accounting services at value... but what's the value to clients?

Pricing your service by hourly rates will always result in lots of upsets and unnecessary explanations.

Why not adopt the principle of charging for availability of advice and at the value your expertise really represents to clients?

How can you CREATE that value in the minds of your current and future clients? Its not all that hard if you know how to do it...

CLICK HERE to see how Accountants have been able to achieve freedom from hourly rates while increasing profit by an avearge 22 percent....

 

Do you KNOW what what business owners think about, value in, and want from Accounting... or just THINK you do?

Are you LOSING THOUSANDS by assuming business owners think the same way you do about Accounting services? Could it be that their viewpoint is very much different?

One thing is for certain: If you align your marketing message to meet EXACTLY what business owners want from Accounting services, you will start gettin a lot of new clients. Read why most Accounting firms are SO CERTAIN THEY KNOW while they still can't get new clients...

CLICK HERE to read this amazing and life-changing information on how you can start controlling the flow of new Accounting clients!

Accounting service marketing: Getting your message across

Why is it so difficult to get ANY response to marketing letters, ads and sales promotions? What can you do to change it?

CLICK HERE to read how you can get your Accounting service marketing message across and create lots of interest for your services!

Why "hiring a marketing expert" won't cut mustard if you want new clients...

One of the most common misconceptions among mid-sized Accounting firms is to think that all they need for marketing is to hire a marketing expert.

But that's really like solving a transportation problem by hiring a chauffeur and forgetting that he needs a VEHICLE to drive before any results can be hoped to be obtained...

CLICK HERE to read what you need BEFORE hiring a marketing expert for your Accounting firm for RESULTS...

So you're looking for a faster, easier solution to finding new Accounting clients?

Many Accounting professionals in public practice don't really want to get involved in marketing and sales that much. Instead, they're looking for a fast and easy solution to finding new clients.

But BUYER BEWARE... does such a system EXIST at all? Well, many CLAIM that it does but if it sounds too good to be true...

CLICK HERE to read why looking for an easy way of finding Accounting clients can make you vulnerable for untold trouble!

-Vital necessity of troubleshooting-- When choosing a marketing system for your Accounting firm...

Learn the insider secret on how you can instantly spot a functional marketing system and reject untried and unproven systems. The secret lies in whether or not the system has TROUBLESHOOTING TOOLS...

CLICK HERE to read why the inclusion of troubleshooting tools is so vitally important when choosing a marketing system for your Accounting firm!

Risk Management: Controlling the risks in marketing Accounting services

CLICK HERE to read this eye-opener about risks of marketing Accounting services and how to minimise them for yourself!

So you HATE cold calling and don't AT ALL believe in telemarketing?

Then JOIN THE CLUB... you're definitely not alone!

But is telemarketing really a waste of time and money... or is it simply that you need a completely DIFFERENT approach (and system) to get lots pf prospective clients for Accounting services by way of telemarketing?

CLICK HERE to read how altogether 10,000 preselected prospective Accounting clients were obtained by a simple telemarketing speech...

Prospective Accounting clients through direct mailing?

Many Accounting professionals in public practice have tried their hand in creating sales letters. And most of us have had to give up for it's very expensive to find out that the letter doesn't bring results...

To get results, you need to use exactly the right words and concepts in your letter. And while it's not much of a secret, it makes a huge difference in response...

CLICK HERE to read how you can use direct mailing letters to obtain a good number of interested leads!

7 factors governing the success of Accountancy prospecting

CLICK HERE to read a 7-point evaluation on factors influencing how many potential clients you find

You're 98% success... but to get a new client you need a hundred!

CLICK HERE to find those missing 1-2 percent in order to harness your true marketing potential

- FIGHTING BACK: How certain are you that it is impossible to get new clients for your Accounting firm in today's economic situation?

Midst all the bad news, it's easy to forget that an economic slowdown contains both risks and opportunities, just like any other. Doing nothing is the only certain way to ensure that the situation can do maximum damage.

In fact, during recession you can make a HUGE LEAP FORWARD in terms of increasing your clientele and income... simply because most of your competitors do absolutely nothing. All you really need is to have a marketing strategy that aligns with the economic situation.

CLICK HERE to read how to harness recession to get lots of new Accounting clients!

How to SELL without having to use superlatives about yourself?

If only it was easier to sell...

Selling your own ability - yourself, in essence - is often not too pleasant. Using superlatives can be very embarrassing... and one can also argue that such salesman antcis don't go well with the image of an Accounting professional.

It's a paradox - if you tell the client how great you are, he might get turned off... but if you don't, he just won't know.

CLICK HERE to read how you can unleash your true selling power while remaining in your Accountant's role!

New Generation Accounting Service PRESENTATION techniques

The traditional Accounting service presentation has outlived its usefulness. It still works with referrals and some prospects, but if you are serious about getting a lot MORE clients, you'll want this amazing new technique...

CLICK HERE to read more on how to increase sales remarkably with a new Accounting service presentation technique!

Advertising & Marketing of Accounting services - a complete waste of effort and money?

Well, admittedly it often is. Why is it so difficult to get RESULTS from advertising or marketing campaigns? What's the catch?

CLICK HERE to learn why advertising accounting services doesn't work... and how you can change that!

Are you practical or not when it comes to selecting a marketing system for your Accounting firm?

How can you find out beforehand whether or not a marketing system is practical and easy to use? Is it possible to estimate how fast and easy it is to start using the system and actually OBTAIN the expected results... new clients?

CLICK HERE to read how you can evaluate an accountancy marketing system for its practicality and usability before buying it!

Comparing Accountancy marketing systems: The ease of getting started and the degree of support

In selecting a practice management system for your Accounting firm, it is essential to ensure those offering the system have actually used it themselves...

CLICK HERE to evaluate the practical experience behind any Accounting service marketing system.

THE DIFFERENCE between traditional and modern marketing techiniques for Accounting firms

Traditional Accountancy marketing has a lot of good and perfectly applicable parts and practices. But some parts are ineffective by now. Learn how you can get results by using the MODERN marketing tehniques...

CLICK HERE to read an article that will forever change the way you think about marketing Accounting services.

You don't want to increase the NUMBER of Accounting clients but REPLACE a few with BETTER paying & more cooperative ones?

Sometimes the idea of increasing the number of clients isn't appealing for obvious reasons. Not everyone wants to expand through a vast clientele and take on the hassles of employing many people. A sole practitioner who's been in practice for a while usually has TOO many clients already... and too much hassle. The old 80/20 rule (20% of clients cause 80% of the hassle but not of the income) can be beaten but it takes a bit of cunning.

CLICK HERE to read how to start changing the profile of your clientele so that you get more of those profitable and cooperative Accounting clients and can replace the bad ones!

How to sell advanced added-value Accounting services

Many Accounting Professionals have superb additional services to offer to their clients. But why are those added-value Accounting services, special consulting, valuation and other such excellent services so difficult to sell?

There's a very simple and logical reason for it - and once you know what the barrier is, you can effectively open the door to increase the sale of these additional services.

CLICK HERE to read the full article on solving the riddle of getting advanced Accounting services sold.

How to sell Accounting services: Getting your hourly rates accepted by prospective clients

Majority of business owners seek for low-cost Accounting services. Justifying reasonable hourly rates is a constant pain and source of disagreements.

There is a simple way to help your prospects and clients accept your fees...

CLICK HERE to read on pricing of Accounting services and achieving acceptance the fees.

Do you want to get a lot more REFERRALS for accounting services?

Referrals are the cream of all potential clients for an Accounting firm. They're easy to deal with and you can close almost all of them onto your services.

But why are they so hard to find? And how do you INCREASE the flow of referrals?

CLICK HERE to learn the six factors governing the flow of referrals for Accounting services!

-Accounting Firm Prospecting System Evaluation Points-

Does it have correct Approach in Prospecting for Accounting clients?

Does the prospecting system have a planned and tested route
from contact to sign-on to follow?

Does the prospecting system have ENOUGH of what it takes
to really GET results?

Does the prospecting system include a systematised method
with TOOLS that require no training to use?

Does the prospecting system allow for constant marketing outflow
& sales activity of practical nature?

Does the marketing system include a way to monitor results
and troubleshoot problems?

Does the marketing system put you in control and give full
independence to obtain new Accounting clients wherever you want?

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