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Why Didn’t They Buy Part 1 – Talking to the Wrong Person?

BONUS: “Why Didn’t They Buy Part 1 – Talking to the Wrong Person”

In today’s bonus episode, we focus on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Key takeaways from this episode include:

➜ the missing piece in accounting and fintech podcasts all over the world

➜ why it’s vital for accountants to get the perspective of the business owner who is buying accounting services

➜ why client retention and winning new work is high on the agenda of accounting firms this year

➜ the tendency of prospects who don’t hire an accountant to hide behind polite excuses which hide the real reasons

➜ the problems for accountants of pitching to prospects where the major decision maker or major buyer is not present

➜ the value of understanding both sides of a buying conversation when accountants are looking for new clients

➜ the key lesson to learn for accountants when they feel they are talking to the wrong person in a buying situation

➜ what accountants can learn about dating somebody and apply to winning new Grade A accounting clients

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a daily show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus ‘from the client’s perspective’ episode on Saturdays . On Sundays, listeners get a short min trailer for the coming week’s episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical ‘here’s what works’ tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show’s 18000+ unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.