đź’Ą How to get advisory clients
PLUS: The One Skill You Must Master to Get Advisory Clients | How to Get Clients for Your Firm | So You Think You Know Excel? | How to Help Your Client Grow Their Business
Hey there 👋 Here’s some tips to help you escape the accountant’s trap.
đź’ĄThe one skill you must master to get advisory clients.
đź’ĄHow to get clients for your firm.
đź’ĄSo you think you know Excel?
đź’ĄHow to help your client grow their business.
What’s the accountant’s trap?
You're in the trap if the only way to get paid more is to work more hours or take on more low-value and high-demanding clients.
At the same time…
You can't raise your fees because there's always a competitor willing to do the same work for less.
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THE ONE SKILL YOU MUST MASTER TO GET ADVISORY CLIENTS
There’s a saying…
People don’t care how much you know until they know how much you care.
If you want to get advisory clients, you’ve got to convey to people how much you care.
Specifically, you’ve got to convey to people how much you care about them and their business.
So, if you want to get advisory clients, there’s one thing you must master: the ability to empathize with them.
Empathize = The ability to understand how someone else feels.
If you can empathize with a business owner, they will pay attention what you have to say because there are not that many people that care about them or their business.
Let me repeat that: there are not that many people that care about them and their business!
But…if you show that you care…you’ll be seen as a confidant.
And, as a financial professional, you’ll be seen as a trusted confidant.
And, thus, you’ll get advisory clients.
Remember, people buy on emotion and justify, later, with logic.
In other words, you’ll have a much easier time getting advisory clients if you appeal to their emotions by saying things like:
“I can be someone you can trust to guide you on having a growing and successful business.”
Want more training on getting advisory clients? Click the button below.
👉The Bottom Line
One of the best ways to get advisory clients is to empathize with them. To be able to walk a mile in their shoes.
People don’t care what you say as much as they care about how you make them feel.
If you can make them feel cared for…well, you’ll have a much greater chance of landing advisory clients.
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HOW TO GET CLIENTS FOR YOUR FIRM
Adam Lean (from The CFO Project) and Matt Banker (from Marketing for Accounting Firms) answered three burning marketing questions:
Sarah, a bookkeeper wants to know...
“As a bookkeeper, how do I break through all the noise and market myself in a crowded space?”
Watch our answer.
Betsy, a CPA wants to know…
“How can I go after larger clients where I can earn a higher fee?”
Watch our answer.
Tom, an accountant wants to know...
“I’m an accountant, not a marketer or salesman. What’s the best way for me to find clients?”
Watch our answer.
Want to see the entire episode with Adam and Matt? Click the button below.
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SO YOU THINK YOU KNOW EXCEL?
Microsoft Excel can be a powerful tool to help you advise your clients better…if you know how to really use it.
So, do you think you know Excel?
Our friends at Excel University put together a “skills survey” to see how far your skills go. If there’s a skill that you lack, they’ll send you specific resources on those skills.
Click the button below to take the skills survey.
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HOW TO HELP YOUR CLIENT GROW THEIR BUSINESS
As an advisor, there’s one main way to grow your clients’ business.
The answer? Constantly guide them to improve their cash flow.
Getting your client to generate consistent positive cash flow is the only thing required to stay in business.
If you can help your client do this, well, you’ll have a very happy client.
There’s fifteen drivers of cash flow. In previous issues, we’ve covered the first four: leads, conversion rate, retention rate, and purchase frequency rate. Today, we’re looking at average transaction value…
⚙️Driver of the Week: Average Transaction Value
This is the average value of every purchase a customer makes.
This drives revenue because the more a customer spends, the more revenue will increase.
Let’s say that for your HVAC client the average value is $500. By improving the average transaction value, to say, $600 they will see an increase in revenue without having to get new customers (assuming all of the first four drivers remain the same).
MEME OF THE WEEK
We ❤️ Accountants.
We ❤️ Bookkeepers.
Escaping the Accountant’s Trap newsletter is created with love by a team of accountants, marketers and business experts.
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