Where do new clients come from?
‘For Accountants taking Clients Along the Runagood® Business Pathway’
Start with the ones you’ve got. Because they aren’t buying everything you do and it’s easy to speak to them and work out their likely situation and challenges from your records.
But it will feel daunting to start talking business with clients who view you only as a provider of the necessary evils of annual accounts and tax returns.
So set up review meetings twice a year with all of them, however small, and have just 2 agenda topics:
‘To review last year’s accounts’
‘To anticipate this year’s accounts for tax planning’
That’s all.
If they query the need, simply say what one Runagood® Partner does “My professional institute requires me to check periodically that every client is a ‘going concern”. Works every time.
Next post I’ll tell you how to prepare for the meeting.
Practical stuff from AI Business Advisor® see the series here