A Word for- Accountants
The On Their Mind tool can help accountants in two ways:
- Your clients will realize you have capabilities beyond the skillsets
involving the first problem you solved for them.
- Your clients will not fall prey to the many easy-to-avoid problems.
If you were brought in to produce month-end reports, for example, but your
client may not realize you are also the one to call for financial planning.
Dropping hints or even promoting your services may not get through because your
client is immune to marketing pitches. They get so many each day that they tune
them all out.
On Their Mind has a better way. With your clients permission, you
enter them as a subscriber. You select their likely interest areas based on
your familiarity with the client and your specialized services most likely to
be unknown to the client, for example, financial planning. Now you can send
them the occasional electronic tip about financial planning, with the example
focused on their type of business.
If you see in a trade publication that next year's tax law has been changed
to encourage manufactured exports, for example, you send out an On Their
Mind bulletin to all of your manufacturing clients summarizing that from a
planning standpoint. Your clients read a useful tip focused on them, and you
grow a reputation as the expert in the field. And you do that with a quick
two-paragraph summary that goes to each of your manufacturing clients (and
subsribing prospects) instantly and without a stamp. Your clients have
to do nothing but reply with a presale question to your On Their Mind
bulletin to enter your sales pipeline for new business.
As for the easy-to-avoid problems, it's simply a matter of signing up your
clients for the areas they should be interested in, even if they don't know it.
Clients who get you late reports to prepare withholding deposits, for example,
get an On Their Mind reminder on the first of the month. Clients who are
overly creative in their shareholder reports get an On Their Mind case
study summary of someone for whom that didn't turn out well.
Do you know of anything simpler, cheaper, faster, and easier to stay on
the mind of your clients?
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