Audit 504: Making Rain - Success with Clients and Prospects

Overview

Making Rain - Improving Success with Retaining Clients and Attracting Prospects provides tips and techniques for ensuring that your firm has the capacity to grow and expand its book of business in a healthy way. It costs more money to develop a new client than to simply retain an existing one. While a CPA firm with longevity needs to continuously develop new business to replace departing clients, a proper balance of marketing efforts should be divided between existing clients and prospects. Note: This course is recommended as a part of a 8-hour audit skills curriculum for managers, while it is also appropriate for anyone who has client relationship or prospecting responsibilities. This event may be a rebroadcast of a live event and the instructor will be available to answer your questions during the event.

Highlights

The major topics covered in this course include:

• Continued marketing to existing clients
• How to better connect with existing and prospective clients
• Motivating prospective clients to engage with your firm
• Methods for building value perceptions with existing and prospective clients
• Differentiating your firm from the competition, including translating features into benefits
• Handling objections and closing a sale

Prerequisites

None

Designed For

Accountants retaining existing clients and developing prospective new clients

Objectives

• Identify the importance of continuously marketing to retain existing clients
• Recognize best practices for developing opportunities to engage with prospective clients
• Recall what differentiates your firm and its services from the competition in a way that is easily communicated and understood

Preparation

None