AIPN logo

Why They Didn’t Buy Part 9 – You Offer Nothing Better

BONUS: a short bonus episode from the client’s perspective – “Why They Didn’t Buy Part 9 – You Offer Nothing Better.” Great CPE or CPD for accountants with tips on how to position yourselves as better and different to the many alternatives your prospects are looking at.

In these bonus episodes, 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:

➜ how some prospects just don’t see a difference between you and their current accountants, so they don’t move

➜ excuses accountants give for not winning new clients even though they were to blame for not differentiating enough

➜ the trap many accountancy professionals fall into when giving proposals and quotes to potential new clients

➜ the blame game accounting practitioners play to pass the buck when they don’t win a new client

➜ the reasons accountants fail to see what prospects really need from a switch to a new accounting advisor

➜ what accountants should be doing when they are not charging hours and billing time

➜ how too few accountants see themselves as business people, entrepreneurs and opportunity generators

➜ the dangers for accountants of assuming they already have the answers their potential new clients are asking for

➜ explaining the disconnect between the prospects and the accountant in a sales situation

➜ practical ways for accounting practitioners to be more congruent in sales scenarios with potential new business clients

If you like the show and listen to multiple episodes, we’d really appreciate your appreciation with a review or rating. As most of our listeners tune in via Apple podcasts…

How to leave a review on Apple Podcasts

① Open the Podcasts app on your iPhone, iPad, or Mac.

② Navigate to the page of the Accounting Influencers Podcast.

③ Scroll down to find the subhead titled “Ratings & Reviews.”

④ Under one of the highlighted reviews, select “Write a Review.”

Anything about the style of the show, the frequency, the content, the CPE/CPD, the hosts Martin and Rob, the guests, the different segments or something in particular that’s made a difference. Listeners can rate the show on a scale of one to five stars and can also add a written review. 

Thank you from Rob, Martin and the whole Accounting Influencers Podcast team.

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited 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 21,000 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.