Yes this sounds a bit melodramatic, please forgive me, and please hear me out…
Every accountant’s one-way ticket to disaster is to reduce the number of conversations with business owner clients.
Let’s look at TWO EXTREMES:
- In the first place, if you didn’t talk with business owners, you’d never get them to start working with you and your firm
- For existing clients, if you suddenly ceased to talk with them, they’d soon get the message you no longer care, and move to another firm
And what if your competitors are talking to your clients (and prospects) more than you are? Failure beckons.
Relationships are built and nurtured through meetings and calls, not emails.
Relationships are built and nurtured through conversations.
Therefore, the number and the quality of the conversations you have determines, more than anything else, your firm’s profits and capital value.
I’m asked in workshops, seminars and consulting meetings which KPIs are the most important, most relevant, most worth tracking in a firm of accountants.
One of the ‘biggies’ (and the one most ignored) is ‘number of client conversations’.
Whenever I see a firm increase the number of conversations (face-to-face, and over the phone) with business owners a number of things start to happen:
- Client loyalty improves
- Cross-sales of additional services increases
- Referrals to new businesses increases
- Price increases are accepted more readily
So here are 3 immediate actions
- Have MORE CONVERSATIONS with your business owner clients and prospects.
- Have QUALITY CONVERSATIONS with your business owner clients and prospects.
- READ THIS 4-PAGE REPORT and make meaningful conversations top of your priority list.
Are you targeting, holding, and managing enough high-quality conversations with business owners?
What do you do to measure and manage the number of conversations you have?