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How To Get New Business From Existing Clients – 13th and 20th April
13 April 2016@ 12:30 pm - 1:30 pm
An event every week that begins at 12:30 pm on Wednesday, repeating until 20 April 2016
At this time of the year, Australian and New Zealand accounting firms are actively engaged in EOFY reviews with clients. This is a great opportunity to start working on the process of getting new business from existing clients in the new financial year.
Independent surveys report time and time again that the best potential for fee growth lies within our existing client base? Ron Baker suggests that the firm must be up front with all clients that ‘share of wallet’ is an important part of their long-term relationship.’
However, for many accounting firms, the task of getting more value out of existing clients often seems like trying to squeeze water out of a stone!
Feedback from accounting firms has identified the following key challenges in getting new business from existing clients:
- Too much advice has been given away to clients in the past
- Clients don’t see the value in proposed additional services
- Clients don’t always see their accountant as a trusted advisor
- There is no strategy in place to identify client needs up front
- Accountants simply don’t know how to ‘sell’ additional services
This is a core reason why many accounting firms struggle to get growth of 5% when their more client-focused colleagues achieve growth of between 10% and 20%, year after year.
In this 2 part program, we’ll take you through a process guaranteed to get new business from existing clients. We’ll also show you how to overcome some of the internal and external roadblocks that inevitably come up in this process. This is the perfect time of year to engage all your team about these opportunities for growth.
Session 1 – How to effectively engage clients in discussions about additional services
- Have effective 1:1 that identify clients needs
- Use segmentation marketing to really engage clients
Session 2 – How to get existing clients across the line with additional services
- Establish an effective internal lead development process
- Get clients across the line with engaging proposals
What’s included in this online program:
- Two Live Sessions – We’ll run 2 online sessions, both 60 minutes in duration
- Workbook – A workbook will be provided to assist you and your team on running better meetings
A link to the recording of the 2 sessions together with a copy of the PowerPoint presentation will be circulated to all registrants.
Dates: Session 1: Wednesday 13th April 2016. Session 2: Wednesday 20th April 2016
Times: 12.30pm – 1.30pm AEST | 2.30pm – 3.30pm NZST
Fee: $200 + GST per firm, per location – No charge for members of the TBA Knowledge Library. Click here for more information
CPD: This program is eligible for 2 CPE / CPD Hours. A certificate will be provided on request.
Who should attend? : Any staff of your firm involved in communication with clients – principals, partners, managers, accountants, advisors, administrators and reception.
Viewing Limits: Session recordings will be available to view for 3 months following the live session. Subscribers to the TBA Knowledge Library have unlimited access to recordings.
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