Playing safe
We have a tendency to play safe. The accounting industry is mostly about “playing safe.” This is called "being conservative." Yes there are things we want to play safe, but when it comes to marketing and relationship building, I don’t think that is the right way to play the game.
It is easy to just wait for referrals. It is a different thing to work on getting referrals. That is what we are working on. Telemarketing, and advertising is an effective tool to compensate for referrals. Once a system is set up, it is not too hard to let it work. We are in a process of setting up the system.
Working on referrals is not easy. We need to be aggressive in building relationships with clients. Making them feel excited enough about the services they receive from us that they want to talk about it to their friends. We can never play safe on this. We need to be proactive.
Iso
It is easy to just wait for referrals. It is a different thing to work on getting referrals. That is what we are working on. Telemarketing, and advertising is an effective tool to compensate for referrals. Once a system is set up, it is not too hard to let it work. We are in a process of setting up the system.
Working on referrals is not easy. We need to be aggressive in building relationships with clients. Making them feel excited enough about the services they receive from us that they want to talk about it to their friends. We can never play safe on this. We need to be proactive.
Iso
Taking clients for granted
If we are not careful, we take our existing clients for granted. We need to make sure they are continuously feeling like they are given personal attention and that they are getting the best service. Getting a new client is only the first step.
Getting different engagements from them is the next step. We need to make them trust us enough to ask us to take care of more things. Do they need help in reducing costs? Are they having a hard time in producing timely financial snap shots? There are a lot of things the clients are concerned about that we can help.
There is one more step. It is the step of making them raving fans. 80% of our new business comes from referrals of existing clients. If we can make all of the clients we have, raving fans, number of new business we can get should explode.
How many clients are you in charge of? Are they raving fans? What can you do for them?
Iso
Getting different engagements from them is the next step. We need to make them trust us enough to ask us to take care of more things. Do they need help in reducing costs? Are they having a hard time in producing timely financial snap shots? There are a lot of things the clients are concerned about that we can help.
There is one more step. It is the step of making them raving fans. 80% of our new business comes from referrals of existing clients. If we can make all of the clients we have, raving fans, number of new business we can get should explode.
How many clients are you in charge of? Are they raving fans? What can you do for them?
Iso
client satisfaction
Client satisfaction and our job satisfaction come together. The joy of our job, or probably all service industries are when we connect with the client and receive thanks. It does not really matter if we make a lot or not. Job satisfaction comes from client satisfaction.
We need to accumulate knowledge in our job. But one of the most important things is preparation. Prepare for a meeting. Put yourself in the client’s shoes and think what you can provide for them. What kind of solutions can you provide? It is surprising how much other engagements you can get from a client just by putting yourself in their shoes.
Also, think what is best for the client. If the price is a problem with the client, think of reasons to give them discounts. Think of ways that we can cut costs, and in turn give discounts to the client.
The only way for us to not only to grow, but to survive is to make raving fans. Are your clients our fans? What can you do to make them one?
Iso
We need to accumulate knowledge in our job. But one of the most important things is preparation. Prepare for a meeting. Put yourself in the client’s shoes and think what you can provide for them. What kind of solutions can you provide? It is surprising how much other engagements you can get from a client just by putting yourself in their shoes.
Also, think what is best for the client. If the price is a problem with the client, think of reasons to give them discounts. Think of ways that we can cut costs, and in turn give discounts to the client.
The only way for us to not only to grow, but to survive is to make raving fans. Are your clients our fans? What can you do to make them one?
Iso
Work 4 days
We have a lot of room for improvement as far as speed is concerned. We were supposed to finish all usual work in 4 days last week, but it seemed like everybody, including myself were working as usual on Friday.
....No improvement in speed
How about marketing side? DMs sent out, none. Phone calls made, none.
....There were no results in this area either.
System improvement
....I didn’t see any improvements.
I do not want to discourage anybody, but our aim is to soar above the rest. We are aiming high. In order to fulfill our vision, we need to make improvements every week. Let’s make this week that we take a big step toward our vision.
Iso
....No improvement in speed
How about marketing side? DMs sent out, none. Phone calls made, none.
....There were no results in this area either.
System improvement
....I didn’t see any improvements.
I do not want to discourage anybody, but our aim is to soar above the rest. We are aiming high. In order to fulfill our vision, we need to make improvements every week. Let’s make this week that we take a big step toward our vision.
Iso
Being a cool professional
Everybody wants to be respected.
We as professionals have a desire to be respected. We look forward for the days when we can deal with the clients with confidence and they will respect everything we say. Being a respected professional is something that cannot be achieved overnight. It is a result of daily efforts. Gaining knowledge and experience requires time.
Besides gaining knowledge and experience, I believe there is a couple of things we can do to speed up the process. It is the personal attention to the client. When the client thinks that they are getting personal attention from you, they will trust you more. When they trust you, they will be more forgiving. Then it will be easier for you to work. You do not have to be as afraid of what you say and do when you know the client trusts you. Then you can work with less stress, which will help you to provide more service and that will make you grow.
The other thing is speed. The more speed you work with, you can experience more. You will run into more different types of situations. You will be more "street wise." This will make you grow as a professional faster.
Life is short. Let's challenge in becoming a confident professional as fast as possible by providing personal attention to the clients and at the same time increasing our speed.
Iso
We as professionals have a desire to be respected. We look forward for the days when we can deal with the clients with confidence and they will respect everything we say. Being a respected professional is something that cannot be achieved overnight. It is a result of daily efforts. Gaining knowledge and experience requires time.
Besides gaining knowledge and experience, I believe there is a couple of things we can do to speed up the process. It is the personal attention to the client. When the client thinks that they are getting personal attention from you, they will trust you more. When they trust you, they will be more forgiving. Then it will be easier for you to work. You do not have to be as afraid of what you say and do when you know the client trusts you. Then you can work with less stress, which will help you to provide more service and that will make you grow.
The other thing is speed. The more speed you work with, you can experience more. You will run into more different types of situations. You will be more "street wise." This will make you grow as a professional faster.
Life is short. Let's challenge in becoming a confident professional as fast as possible by providing personal attention to the clients and at the same time increasing our speed.
Iso
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