What Your Clients Want
Know what they want, meet their needs and your firm will thrive.
There are non professional people in the market place charging business owners between $2,000 and $3,000 per month for business advice and business coaching – that’s between $24,000 and $36,000 per annum with an average hourly rate of between $310.00 and $460.00.
In comparison to accountants, business advisors and business coaches are generally not qualified academically, have no discernable length of time in an aligned profession and most of them don’t have a full understanding of the impact that their advice and coaching has on the financial stability of their client’s business.
The challenge for me is a simple one ... you are driving your clients toward these mostly non qualified people in droves and it needs to stop if you truly care about your clients.
I have been directly involved in the provision of business services throughout the world for the past 15 years and no matter the country - Australia, New Zealand, USA, South America, Canada, United Kingdom, France, Malaysia and Singapore – one thing has been very clear to me: business owners want and need support and they are willing to pay for it, are hungry for it and will even go to non qualified people to get it.
As any accountant knows, the value of your accounting practice lies in your client base. Happy clients just keep on coming back! But what if they came back and purchased a further $20,000 to $30,000 of services with you over the next 12 months ... what difference would that make to your accounting practice?
So to make sure yours do, what do you need to do?
Marketing experts say you need to satisfy their needs. If you give them all they need, and more, they have no reason to go elsewhere, especially when you have built up a solid track record with them over time.
But what if you failed to take heed of the one thing that could have made all the difference as far as ensuring the future prosperity of their business is concerned? What if other accounting firms in your area were taught how to service profitably and effectively your clients in the areas outside of compliance? What if you missed a golden opportunity to turn your clients into clients for life simply because ...
