Make sure the prospecting system you choose for your Accounting firm has a planned ROUTE for the potential clients you get with it. Read how you can know in advance whether or not the system CAN AT ALL produce new Accounting clients for your..

Finding potential clients for your Accounting firm

2. A planned and tested route from contact to sign-on

Evaluating Accountancy Prospecting Systems

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2. A planned and tested route from contact to sign-on will guarantee much more results

The second vital necessity in any prospecting system is that it GOES SOMEWHERE.

With this I mean that there must be a well-planned ROUTE on which the prospecting activity embarks those potential clients it produces.

If you just start getting prospects with only a vague idea on what to DO with them... well, it's not going to work out very well, is it?

And you're sure to quit your prospecting if what you DO with those potential clients produces NO RESULTS soon enough, aren't you?

The traditional marketing strategy is to do a presentation of your firm and services to potential clients found. Only... that's not really effective, is it?

Again, the same "culprit" emerges: The traditional marketing strategy of Accounting services stipulates doing a presentation in which you propound the virtue of your firm and excellence of the service.

Only... it doesn't work that way.

Instead, it creates exactly the OPPOSITE effect to what you want. Don't be fooled by the conservative crust of the prospect - he will sit there politely and hear you out.

But he won't be interested - and simply because of the traditional approach.

Ask yourself: How do YOU experience one of those presentations where someone, in an obvious attempt to get your money - wants you to believe how perfect his company and service are?

It may well BE almost-perfect. He may well BE the best there is.

But the fact that HE is the one ASSERTING HIS OWN PERFECTION is nothing short of outlandish, isn't it?

It is that aspect of it - that HE is the source of this self-asserting splendour of what you get in exchange for your money - that makes it simply unbelievable.

For the first, when MONEY is involved, there's always the issue of vested interest. By this day and age, everyone understands perfectly well WHY he would want you to believe exactly what he tells you. It is in HIS interest that you believe - which makes it not-necessarily in YOUR interest to just accept it all at face value.

For the second, the traditional marketing presentation flies in the face of what people consider GOOD MANNERS. Asserting one's own importance and excellence does not comply with what we consider acceptable behaviour.

 

Turn the flow around - and it WILL work!

The traditional marketing presentation of Accounting services doesn't produce results simply because it is YOU telling him those laudable things about your firm.

It destroys believability and in its stead, you introduce doubt in his mind.

In other words, he will doubt what you say because it would be so clearly in YOUR interests that he believed. So, your best points go wasted - he will immediately suspect the very benefits he SHOULD believe in order to sign on!

The answer is to TURN AROUND the roles.

You don't talk about yourself but about HIM. And you NEVER use superlatives about your firm or service - but you get HIM to choose what is important, what is valuable, what the benefits could be... and HE forms those favourable facts about you in his own mind as opinions.

That's the Modern Accountancy Marketing presentation!

There's a detailed article on presentation elsewhere on this site that explains the difference between traditional and modern presentation of Accounting services, so I won't go on with this here. But suffice it to say you need something else than the traditional presentation to get those potential clients signing onto your services.

 

The vital importance of first contact

The first contact is crucial in laying the groundwork for your chances with each potential client. Obviously, it doesn't END there - the end goal is not to get prospects but real clients signed onto your services.

If fact, you need a whole SET of well-planned steps that you take the prospects through in order to ensure RESULTS in form of new clients. If the prospecting system that you're contemplating doesn't HAVE those steps or if the steps aren't tested... it's not likely to bring you the results you expect.

So, check out that the prospecting system you choose has TAKES those potential clients somewhere and is planned out before you even start prospecting. As you will later see in this article, there are lots of things you need to go through with each prospect to ENSURE a high sign-on ratio. It is quite doable - but only if you know exactly what the steps are and how to do each of them.

Miracles do happen in marketing - but only to those who know how to produce them.

Luck has very little to do with results because the law of average evens the odds between good and bad luck!

With the Modern Accountancy Marketing technology, you don't NEED luck because your whole prospecting is based on and leading to a planned and tested route from contact to sign-on. I know, it's sort of boring - but it gets much more results. Try this system and you'll see an immediate increase in results - and how easy it is when you have the whole route planned from start to the end!

CLICK HERE to get back to the main article on the seven-point prospecting system analysis.

 

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Note: We ask for your telephone number as a verification of your status as a practising Accounting professional. We may at one time or another contact you for short survey but you're free to refuse to participate in it. If you do participate, we will give you a prize as a token of our appreciation and gratitude.

- 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...

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

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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!

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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 rave 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:

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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....

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

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7 factors governing the success of Accountancy prospecting

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

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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!

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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!

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

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

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

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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!

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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?

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

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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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