How to Show Your Clients You Care About Them

As a professional, it is your responsibility to help your clients in as many ways as you can and deliver as much value as possible. You do that by spending time thinking about them.

Imagine you’ve already done all your thinking and you’ve come up with 5 great ideas to help your client – let’s call them Mary. What do you do now…

You can watch the video here.

 

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Which of your ideas is the best? What could it be worth to the client? Can you put a number on it? 

Perhaps you can help save them $50,000 in tax, or you might be able to help them get an extra $20,000 in their overdraft if they are struggling for cash. It could be you implement some technology that helps save 30 hours of admin work a week…

 

Contact the client

Once you have your top ideas ready, contact Mary. 

You could email, but a phone call would work better. Here’s what you might say…

“Hi Mary! I’ve been thinking about you and your...

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Deliver More Value by THINKING About Your Clients!!

Let me ask you a question…

Would you agree that adding as much value to our clients as possible is the right thing to do?

Now, let me ask you another question…

When you add immense value to your clients and change their business and their lives, do you deserve to get better paid for that?

I’m seriously hoping your answer was a resounding YES to both! 

In the accounting profession, you hold your clients’ businesses in your hands – their livelihoods, their passion. You have the power to make a huge difference to their lives by helping them to build a better, more profitable business.

Accountants and bookkeepers do amazing work, and you deserve to be paid well for it!

When you price based on the value you deliver, it’s a win-win situation. Your clients get more value, and you get a better price.

That’s what value pricing is all about.

Find out more in the video here.

 

We are in the knowledge industry

The reason our clients come to...

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How to Manage Scope Creep

When projects end up taking longer than you expect, you end up making losses on the job.

How do you solve that?

I’m going to share with you a 7-step framework to stop you suffering from scope creep ever again. 

You can watch the video here.

 

 

Step 1 – Building Awareness

Have you ever got to the end of a project, produced a work in progress report and realised you spent way more time on a project than you initially thought you would, but have no idea why?

You end up having to write time off to make sure the client will pay your bill – you end up making a loss.

You need to become more aware of scope creep and be able to spot when it is happening. If you know what to look for, you can identify scope creep and deal with it before it becomes an issue and costs you money.

 

Step 2 – Be clear on the outcome 

You should deal with scope right at the outset of the project. You should discuss it in the pricing conversation. 

Be really...

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How to Create a Bookkeeping Pricing Brochure

When you have a price conversation with a client, the better you are at communicating your value, the more business you will convert at higher prices.

One of the things I teach my students in the Bookkeepers’ Pricing Academy and the Value Pricing Academy, is the importance of a professional looking brochure.

Recently one of my students asked how to create a pricing brochure for bookkeeping services, so I’m going to share with you how to do that.

You can watch the video here.

 

 

Why is a brochure so important

1 - Your brochure is your positioning. 

Having a professional looking brochure shows that you are professional, you are the expert, you are experienced and have clearly done this before.

 When people see you as the expert, they are more likely to want to buy from you because they want to work with the best, and they will be willing to pay a higher price for the privilege of working with the best.

2 - Your brochure also acts as your packaging.

...

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Business Predictions for 2021

2020 was a unique year for everyone. So much has changed and will surely continue to change over the coming years. But here are my predictions for businesses in 2021…

You can watch the video here.

 

What is the most important thing for your clients this year?

2020 was tough. A phrase I found myself using a lot was ‘we need to reinvent’… 

We had to reinvent ourselves and adapt to a new lifestyle of working from home. We had to reinvent within our firm and learn how to communicate with our team and our clients.

Our clients have had to reinvent as well. Many of them will have gone through some very dramatic changes, potentially struggling to keep their businesses open or trying to adapt to new technology such as Zoom.

It’s been a year of confusion and challenges – however, I believe for your clients 2021 is only going to get harder. Businesses will be hit much harder in 2021.

In 2020, the governments around the world have been doing...

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Th 5 Critical Steps to Pricing New Clients

When meeting with potential clients, there are some best practices, structures and processes that you need to follow. I’m going to walk you through 5 of those critical steps…

You can watch the video here.

 

Research

The purpose of the initial meeting with a client is to understand whether or not you are a good fit for each other. A lot of that information you will uncover during the meeting with your fact-finding process.

But before the meeting you should visit their website, but also their social channels to find out something a little more personal about them, perhaps something you have in common. This could be a great starting point to create some rapport in the meeting.

Do a Google search on them and their business. It may be they’ve been in a news article because they have been avoiding taxes. It would be useful to know that before you commit your valuable time to them.

Just do 10-15 minutes of research and make some notes of potential questions or...

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Building an online mentoring group

strategy Jan 23, 2017

Build a mentoring group – and your revenue

In a recent post I shared a new business model for the modern accountant: running an online mentoring programme[HP1] . That’s to say, working with a group of business owners every month to help them improve their business. Now, I’d like to share seven ways you can attract more clients – both current and prospective – to join your group.

If you prefer to watch rather than read you can watch the video here.

#1: Put it on the agenda

Unfortunately, because my business is online and I don’t have regular face-to-face meetings with clients, I can't use this technique. But, if you do have meetings, then make sure you always have an item on your agenda when you can talk about your online mentoring group. (If you don’t use an agenda for meetings, then you should!)

#2: Social media

Social media is so, so powerful. You absolutely should be using it. You should be joining groups of business owners –...

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The new business model for the modern accountant

strategy Jan 16, 2017

Powerful new business model for the modern accountant

As Cloud accounting continues to reduce the time spent on bookkeeping and year-end, I’m sure you’ve already realised that as modern accounting professionals we need to find new ways of adding value to what we do.

One great way is to run an online mentoring group. Basically, once a month you get a group of around ten of your best current or prospective clients together online for 60 to 90 minutes, and teach them how to improve their businesses.

If you prefer to watch rather than read you can watch the video here.

Increase leverage – and revenue

Although the benefits are multiple, perhaps the biggest is leverage. As accountants and bookkeepers, historically we’ve worked with clients on a one-to-one basis, which is limited by how much time we have. But online mentoring groups allow us to work with lots of people at once, generating much greater revenue in the process.

Imagine, for example, that you charge ten...

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