Accounting is pretty much a standard function. Everyone puts the numbers in the right places and they all add up. Attracting new clients and retaining the current ones can seem simply a matter of personal choice. It is important to try to stand out in some way.
Personalization
Especially when working with small business owners, you need to explore how they achieved their current status and those points that are important to them. Beyond the balance sheet and tax advantages, you will need to look at the humanity of the owner and whether his or her decisions are based on an emotional attachment and what that might be. If you understand the client, you will have an advantage over other accounting firms.
For accountants, it is a good idea to have a gentle, individual conversation to discuss personal goals, including the desire to continue in their current line of business, especially if there are changes looming like different technologies that will impact their operation. Another delicate subject can be succession planning, the desire to sell, or retirement.
As a professional it may be difficult to share personal situations, but by doing so you can help the client understand that you are in the same or similar position. It shows your humanity and willingness to help the client succeed.
Remember that this is not a one-time conversation. Circumstances change.
Niche
Make understanding your clients’ needs your forte. Just like in a boutique clothing store, offer personalized attention. Knowing the ins and outs of a company’s business means you can better counsel for profitability. You can also go an extra step or two and find training sessions for the manager(s) for business ideas as well as human resource information. If the business owner appreciates your extra effort, they are more likely to remain your client.
Educate
When you introduce new technology, be sure to offer enough training and follow up. Especially for long-time employees, change is difficult and new computer programs can be confusing. If you develop a technique to explain the benefit of the program or various steps, and then show them results that will make their lives easier, you will be more successful working with the company’s staff. Don’t forget about helping them find online videos or instruction manuals.
Keep in Touch
As electronic as we have become, don’t ignore the personal touch. Simple things like a birthday card sent through the postal service, or a phone call to offer holiday greetings, can enhance your esteem in the eyes of your client.
Don’t Rush
Always allocate extra time so that if the client needs to ask more questions or discuss another issue, you will be available to them. When you schedule too many appointments and meetings too close together, it may seem as if your time is valuable but theirs is not.
With a little effort you can become an asset to the team of each of your clients. They will become reliant upon your good judgment and will recommend you to others. As your clients’ businesses grow, so will yours.
Contact your Accountants today click on this link —> https://capexcpa.com/contact
- The Capex Team