Attracting new clients: what’s wrong with this? | AccMan .
Dennis Howlett, rightly, has a go at some marketing spiel on Accountgweb on this theme.
My comment:
Dennis
There's one way to sell as an accountant
You have to realise you don't sell accountancy or tax - you sell alleviation from fear
Your job is to reduce stress - that's it
When you realise people are shit scared of numbers, and tax, you are on their wavelength, talk their language and give them what they want - which means answering their questions directly, straightforwardly, positively, quickly and in a fashion that ensures they feel they can cope
That's it
The rest is just technical crap for us in the profession
Richard
I've sold a lot of accountancy and tax services over more than 25 years to a lot of people. That's my accumulated learning
The problem is in the delivery: most people can't do it
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could you please share with me how do you get satisfaction from your work as an accountant serving as a means of psychological relief for your clients?
Easy
Take their stress away, they feel better, they’re happier, they pay more, they pay on time.
It’s a good formula
I have to say some of my clients would benefit from being a little more stressed about tax!
But seriously, we are a servic profession. We are (or should be) about looking after people (our clients) not just numbers.
That’s a very clarifying point, Richard. Thanks.
Its very easy to forget, being comfortable around numbers, that some people really just are not.
In response to billy, presumably you can also feel good about making someone’s life less stressful – stress is a terrible thing and can cause divorce, illness and ultimately death. This may be a useful for me to consider this in the marketing…