Building Your Book of Business
Income Tax Professional
Accounting firms need marketing tools that work
There are many options for marketing and selling your field of advisory services. You need to focus on the right leads when building a book of business and create value for your clients whether you’re an independent CPA or large accounting firm.
Your accounting services and internal process are difficult enough to manage. Tasks can start to mount quickly and getting your proposals or capabilities statements emailed can add to the long list of items for your business.
Proposal tracking along with attachment tracking can help you stay updated on those leads interested.
They read my email but what about the attachment?
Most accounting firms, independent CPA’s, and tax consultants already juggle several software tools to get the job done. Many of these software’s or services help them in business but not to gain new clients.
Proposal tracking is still relatively new to many industries to help provide answers for attachments beyond email opens. Understanding when an email is opened is one aspect of software’s such as Outlook and Gmail but not in regard to what happened to the attachment.
If your firm has a specialty and is looking for clients in those areas, track the ones that are engaged. Follow-up with a quick response can make the difference in gaining their business.
Understand what your ideal clients review before you start chasing them
Don’t take the wait-and-see approach with sending proposals after a referral. Be proactive and start by tracking the proposal sent. Review if it has been read and areas on the documents time was spent.
Often you can increase business by offering additional services to clients who already serve and explaining why your firm can serve them better. This may take time but the additional benefit of knowing they are reviewing your proposal can help you stay on top of the request.
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