Just like any business, an accounting firm needs a constant stream of clients to operate. But, a lot of accounting firms actually suffer from problems that could be easily addressed, such as those relating to client acquisition and retention. If you want your company to grow, you need to invest time and effort in your business development department. This means that you need to strengthen the sales system of the firm.
Now is the best time to flush away old practices that do not work. Start becoming innovative. Find new ways that will widen the gap between you and your competitors. Of course, this sounds easier said than done. But, with the right goals and strategies, getting and retaining new clients should not be a big challenge. Thankfully, there are a lot of ways you can up your business development department’s sales game. Here are some of them.
Strengthen brand identity
Clients can easily depend on a supplier or partner when they can relate to them. In this regard, you have to strengthen your business’ identity. Make sure that it exudes a reliable and relatable persona. If your company’s branding is weak and inconsistent, you run the risk of failing to appeal to clients. Your branding elements — from logo to slogan and colors — should be aesthetically pleasing and evoke emotional responses.
Only target profitable clients
Business development does not mean talking to a lot of people and wishing that they will all become your clients. Of course, that will not happen. But, if you are indiscriminate when it comes to picking prospect clients, you will be wasting your time and money. You are supposed to do your due diligence. Research about your clients. Find out if they are profitable and responsive. You have to gauge if they are going to be good clients so that efforts will not be wasted and your relationship with them will be strong.
Engage clients
A lot of clients heavily depend on their suppliers and partners. If you want to build a strong relationship with them, you need to engage them. This does not mean that you will just become a yes-man. You should have a stand when it comes to recommendations. The people you delegate to deal with them should know what they are talking about. That is the only way you can build credibility.
Use technology
There are various ways you can apply technology to your accounting practice. For one, you can use a platform to make client interface more productive. When it comes to marketing, you can use SEO for accountants to find new leads. There are various industry-specific applications that can help you.
An accounting firm is a business that needs clients to survive, thrive, and become successful. In this case, it is important that you have a smart and viable sales strategy. Improve the ways your business development team operates. Do away with old practices that do not bring results and try new means to get clients and make them happy.