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Why Didn’t They Buy Part 3 – No Real Need for Our Firm

BONUS: “Why Didn’t They Buy Part 3 – No Real Need for Our Firm”

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.

Today, the common misconception that the prospect you’re talking to doesn’t really need what you’re offering.

Key takeaways from this episode include:

⍟ where the misconception comes from that an accounting prospect doesn’t have any real need to change

⍟ the difference between an order-taker and a value-maker when it comes to winning a new client for your accounting firm

⍟ why accountants and CPAs must take prospects beyond compliance conversations to uncover genuine needs

⍟ what ‘we’re being well looked after by our current accountants’ actually means

⍟ the mistakes many accountants make in failing to prepare properly for a prospect meeting

⍟ the main reason accounting professionals may miss opportunities to land a new client in the prospect meeting

⍟ why it shouldn’t fall to the prospective business client to educate themselves on what an accountant or CPA can do for them

⍟ why poor time management or being too busy to prepare is not a valid excuse for accountancy professionals who fail to convert a new business opportunity

⍟ the three key steps accountants must take to ensure they fully maximise new prospect opportunities

⍟ the benefits to accountants of considering the client lifetime value when they prepare to see potential new clients

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a daily radio-style 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.