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Great salespeople are relationship builders who provide value and help their customers win. – Jeffrey Gitomer

In today’s competitive business landscape, accountants and financial planners face the challenge of driving revenue growth while maintaining financial stability.

To achieve this delicate balance, it is essential to employ effective strategies that not only generate sales but also build lasting customer relationships. Without proper strategies in place, your efforts to increase sales may be futile.

Inadequate sales revenue signifies inadequate productivity, which is not good for anyone. It can lead to burnout or undervaluation of your services. It can be challenging to determine how to improve your revenue.

Let’s outline six powerful approaches that accountants and financial planners can adopt to boost their sales revenue. 

Increasing Prices Strategically: One of the most straightforward strategies to increase sales revenue is by adjusting your pricing. Conduct a thorough analysis of your costs, market demand, and competitor pricing to determine if a price increase is feasible.

Increase your prices strategically, taking into consideration the value you provide to clients and the competitive landscape. Communicate the benefits and added value to your clients, emphasising how the increase enhances their experience and outcomes.

Properly positioning your services will ensure that clients understand the value they receive and are willing to pay a higher price. In the last few years most accounting firms should have increased their fees due to increased demand for their services.

In our current environment with rampant inflation, interest rate increases, skill shortages, limited supply it’s important to sell on benefits not features. Demonstrate to your clients why working with your firm :

• Can help them save tax,
• Grow their business
• Streamline their procedures
• Increase their productive capacity

Finding New Customers: Expanding your client base is essential for sustainable growth. Identify your ideal target market and invest in targeted marketing efforts to reach them. Leverage digital marketing channels, such as social media, content marketing, and search engine optimization (SEO), to reach a broader audience.

Networking and referrals can also be powerful tools to attract new clients. By offering incentives to existing clients who refer new customers, you not only strengthen client relationships but also generate new leads through trusted channels.

Selling More to Existing Customers: This really is a no-brainer. Existing customers are already on-board and hopefully raving advocates for your business. The number of accountants I speak to who leave opportunities on the table or not even asking for referrals is a crime.

Maximising sales from existing clients is a cost-effective strategy that can yield substantial results. Strengthen your relationships with current clients and explore opportunities to provide additional value.

Consider the following tactics:

• Cross-Selling: Identify complementary services that can enhance your clients’ experience or solve their problems. Offer these additional services to existing clients, demonstrating how they can benefit from a comprehensive approach.
• Upselling: Upgrade clients to higher service tiers or offer premium features that align with their evolving needs. Clearly communicate the added value they will receive by investing in the upgrade.
• Client Engagement: Regularly communicate with your clients, understanding their evolving requirements, and offering tailored solutions. Show genuine interest in their success and be proactive in addressing their concerns.

Offering Sales Promotions to Boost Sales Volume: Short-term sales promotions can be highly effective in stimulating sales volume. Design promotions that align with your clients’ needs and financial goals.

For instance, offer discounted consultations for new clients or reduced fees for specific financial planning packages. Limited-time offers create a sense of urgency, encouraging clients to act quickly. However, ensure that these promotions do not compromise the long-term profitability of your business, or your brand as they should be part of a larger, sustainable growth strategy.

How can clients buy your services if they don’t know about them. Accountants are so reticent to promote their firm or share winning examples of client successes due to their input.

Developing New Product or Service Lines: Diversification is a key element in driving revenue growth. Consider expanding your offerings by developing new product or service lines that complement your existing expertise.

For instance, if you specialide in tax planning, you could introduce investment advisory services or retirement planning packages. With interest rates so high partner with a trusted mortgage broker and offer a value-add by having them review their home loans. Partner with other service providers who may be able to reduce client’s costs.

Conduct thorough market research to identify gaps in your clients’ financial needs and develop innovative solutions to address them. By broadening your service portfolio, you position yourself as a comprehensive financial solutions provider, appealing to a broader client base. . Ensure that your new offerings align with your existing brand and client base to maintain consistency and trust.

Selling in New Markets: Entering new markets can open up vast opportunities for revenue expansion. Conduct thorough market analysis to identify potential locations where your services are in demand or underserved.

Consider factors such as economic conditions, regulatory environment, cultural norms, and competition before expanding into a new region. Establishing strategic partnerships with local financial firms or businesses can also help you gain a foothold in the new market more efficiently.

As accountants and financial planners strive for sustainable growth, implementing effective sales revenue strategies becomes crucial.

By thoughtfully increasing prices, reaching new customers, maximising sales to existing clients, offering targeted promotions, diversifying service offerings, and exploring new markets, you can unlock the full potential of your practice.

Remember that every strategy should be backed by thorough research, adaptability, and a strong focus on building and maintaining meaningful client relationships.

When you’re ready if you need any help in sales and business development in your business book a chat using this link.

https://calendly.com/jeanettebizconnections/15-minute-discovery-meeting

Happy customers are your biggest advocates and can become your most successful sales team. Lisa Masiello

As an accountant or financial adviser, one of your primary goals is to generate new clients. Once that’s done it’s important to ensure that your relationship with your client remains strong.

When  it comes to financial services, customer satisfaction is key. Creating a positive customer experience with your services can help your business stand out from the competition and increase the chances that customers will come back to you in the future.

One way to ensure customer satisfaction is to follow up after the sale. Here’s why following up after the sale is important and how it can benefit your business.

Here are 6 reasons why you should follow up your client after making the sale and creating customer advocates for your business.

Showing gratitude: A simple thank-you message goes a long way in showing your appreciation for your clients’ business. It helps to build trust and strengthen your relationship. Other ways to show gratitude is to invite them for coffee or an event. Acknowledging them on their birthday. A benefit social media platforms notifications is when it’s someone’s birthday. It doesn’t take long to send them a message.

Gathering feedback: Following up with your clientss allows you to gather valuable feedback on your products or services. This can help you identify areas for improvement and make future sales even more successful. A great way to gather feedback is to send an email after every client engagement and asking 3 simple questions.

1. Is there anything else they need help with
2. Do they have any suggestions to improve your service
3. What did your firm do well

Generate repeat business: Upselling and cross-selling. See question one above. Following up with your clients can also be an opportunity to offer additional products or services that may be of interest to them. You don’t get if you don’t ask and often you can uncover other client needs that you hadn’t thought about.This can help you increase your revenue and grow your business.

Stay In Touch with Your Clients: The best way to build long-term relationships with clients is to stay in touch with them. This doesn’t mean you should be calling them every day or sending them emails every hour – but rather just making sure they know you’re still there and available if they need anything. Sending out newsletters or updates on industry news are great ways to keep in contact without being too intrusive.

Book that next call/meeting: Following up after a sale is an important step in strengthening client relationships and ensuring customer satisfaction. At the end of your appointment make sure you book the next follow up meeting or diarise to check in with your clients a few weeks after the sale has been made, just to see how their experience was. This shows that you care about their satisfaction and value their opinion, which will go a long way towards building trust between you and your clients.

Provide Exceptional Customer Service: Providing exceptional customer service is something that all accountants and financial advisers should strive for. From ensuring that queries are answered quickly and efficiently, to offering advice or guidance when needed – providing exceptional customer service is essential for building strong client relationships that last over time. It’s also important to remember that customers’ needs change over time – so it’s important to be flexible and willing to adapt as their needs evolve.

Strengthening client relationships after making the sale is key for accountants and financial advisers looking to increase their customer base and maintain loyalty from existing customers. By staying in touch with clients, following up after sales have been made, and providing exceptional customer service – accountants and financial advisers can ensure they remain top of mind when customers are looking for assistance with their finances. With these tips in mind, you’ll be well on your way towards creating lasting relationships with clients!

You don’t want the truth because deep down in places you don’t talk about at parties, you want me on that wall — you need me on that wall. Col R Jessup A Few Good Men 

Creating raving fans or customer advocates is an essential part of doing business. With the increase in the use of social media it doesn’t take long to publish both good and bad feedback. I previously wrote how all of your online presence forms your digital balance sheet.You want to protect your online presence as much as possible. We’ve all heard stories of just one bad Google review due to a disgruntled or frustrated client.

As an accountant or financial adviser, having a strong relationship with your clients is essential. The best way to cultivate these relationships is by asking for feedback from your clients. Regular customer feedback provides valuable insight into how you can improve your services and products in order to meet the needs of your customers. Here’s why feedback should be part of your regular practice.

Customer Experience Matters: Asking for feedback helps you gain insight into how well you’re performing as an accountant or financial adviser and gives you the opportunity to make adjustments where necessary. It also allows you to understand what clients are looking for and how they view their experience as a client of yours.

This is crucial since customer experience has become a competitive advantage for businesses. If you can demonstrate a commitment to providing an exceptional customer experience, it will be easier for you to stand out from the competition and foster loyalty among your client base.

A satisfied customer is one who will continue to buy from you, seldom shop around, refer other customers and in general be a superstar advocate for your business.” Gregory Ciotti (Content Marketing Lead at Shopify)

Gauge Satisfaction Levels: Regularly soliciting customer feedback helps you gauge levels of satisfaction with the services and products that you provide. Keeping tabs on client satisfaction will help ensure that your business can remain competitive over time by responding quickly when issues arise or improving processes before they become problems.

Knowing what clients like or dislike about their experiences also helps inform decisions related to product development, sales strategies, marketing campaigns, etc., so that your offering remains attractive and relevant in the marketplace. 

If you are considering doing any form of customer feedback research there are a number of firms that provide this service; CoreData, Beaton Global and BStar to name a few. In fact BStar’s annual reports provide valuable insights into what’s happening in the accounting industry.

Improve Your Services: Customer feedback can help identify areas where improvement is needed so that adjustments can be made accordingly. Asking questions such as “What do we do well?” and “What could we do better?” are great starting points if you want to gather useful information about what changes need to be made in order to provide better service or exceed expectations in some area of your business operations.

This kind of objective data will then give you a roadmap for making meaningful improvements that will ultimately benefit both your clients and your bottom line in the long run. 

Handling Poor Customer Feedback: We’ve all made mistakes and wish we could re-do certain situations however avoiding an uncomfortable situation or poor customer feedback is not the way to handle your client concerns.

So we need to step up and take responsibility. Firstly we need to understand the crux of the issue. Secondly emphasise with the client. Thirdly take action and rectify the matter then finally put in place a process to ensure the situation does not reoccur.                                                                                 

In conclusion, getting regular customer feedback is a must-have element of any successful accounting business strategy because it provides insights into how well-received services and products are among clients, how satisfied they are with their experiences, and which areas need improvement in order for them to reach maximum potential performance levels.

In talking to your clients you may end up uncovering other value-added services that clients want and need.

Taking advantage of this valuable resource should always be part of any accountant’s or financial planner’s larger plan for success!

Greatness lies, not in being strong, but in the right using of strength; and strength is not used rightly when it serves only to carry a man above his fellows for his own solitary glory. Henry Ward Beecher

As an accountant or financial adviser, you are constantly providing guidance and advice to your clients on how to manage their finances. You work hard every day to help people manage their money and achieve their financial goals.

While doing so, it’s important to remember your own strengths and how they can help you become a better accountant or financial adviser. This is where a Clifton Strengths Assessment can be helpful. In this article we’ll explore why every accountant and financial adviser should get a Clifton Strengths Assessment and how it can benefit you in your profession.

The key to success is to fully understand how to apply your greatest talents and strengths in your everyday life. People who focus on using their strengths maximise their potential.

People who learn to use their strengths every day have 7.8% greater productivity.

Teams who receive strengths feedback have 8.9% greater profitability.

Discover Your Unique Talents: The Clifton Strengths Assessment is a tool designed to help individuals discover their unique talents. By taking the assessment, you can identify your top five strengths out of a list of 34 strength themes.

Your talent themes are the things that come naturally to you and make you stand out. These talents can then be leveraged for success in your profession. This understanding of your unique talents will allow you to be more self-aware and effective in your work.

Build Better Teams: Accounting and finance are often team-based professions. A Clifton Strengths Assessment can help you and your team to understand each other’s unique strengths and use them to create a more cohesive team.

By understanding each other’s strengths, you can work together more effectively and utilise each other’s talents to achieve your goals.

Improve Your Leadership Skills: Leadership is an important skill for anyone in a professional setting, particularly in accounting and finance. The Clifton Strengths Assessment can help you to identify your natural leadership style and how you can use it to motivate and inspire others.

By understanding your strengths, you can lead more effectively and be a better manager and mentor to your team.

Boost Confidence and Career Growth: By knowing your strengths, you can be more confident in your abilities as an accountant or financial adviser. This confidence can help you to take on new challenges and opportunities in your career.

Furthermore, the assessment can help you identify areas of growth and development, allowing you to focus on your weaknesses and become a more well-rounded professional.

Enhance Relationships with Clients: Finally, a Clifton Strengths Assessment can improve your relationships with clients. By understanding your strengths and how they relate to your clients’ needs, you can better tailor your services and advice to their individual circumstances.

This deeper understanding of your clients’ needs can help you to build stronger, more trusting relationships with them and keep them as long-term clients.

If you complete your Cliftons Strengths Assessment then look for your strengths in this table.

As an accountant or financial adviser, you work hard every day to provide valuable services to your clients. However, in order to be the best at what you do, you need to understand your own strengths and how they can be leveraged for success.

People working in their strengths zone

• Look forward to going to work
• Have more positive than negative interactions with coworkers
• Treat customers better
• Tell their friends they work for a great company
• Achieve more on a daily basis
• Have more positive, creative, and innovative moments

The Clifton Strengths Assessment can help you do just that. By understanding your unique talents, building better teams, improving your leadership skills, boosting confidence and career growth, and enhancing relationships with clients, you can become a better accountant or financial adviser.

So what are you waiting for? Take the assessment and discover your strengths today!

Use this link to complete your Cliftons Strengths.

https://store.gallup.com/h/en-au

If people like you they will listen to you, but if they trust you, they’ll do business with you.Zig Ziglar

As a finance professional, you probably know the importance of networking, building relationships, and creating opportunities to grow your business. However, if you’re not using LinkedIn to market yourself and your business, you are missing out on incredible opportunities. 6 reasons  why LinkedIn is an essential tool for financial professionals and how you can use it to your advantage.

1️⃣LinkedIn is the largest professional networking platform: LinkedIn has become the go-to platform for professionals across various industries, not just finance. The platform boasts over 875 million members as of October 2022, including top decision-makers, corporate executives, and business professionals. As a financial professional, using LinkedIn to network and market yourself can help you reach a vast pool of potential clients, partners, and investors, giving you a competitive edge in your market.

2️⃣The global reach of Linkedin : LinkedIn and social media are now almost an inextricable part of our daily lives. Some key statistics about LinkedIn and why you should be using It more.

1. Most trusted social network in the US
2. 76% of LinkedIn users are outside of the US
3. 57% of LinkedIn users are male and 43% female
4. 59.9% of users aged between 25 and 34 years old
5. 57% of users use the mobile app
6. As of October 2022, 12.7 million Aussies have LinkedIn profiles
7. LinkedIn posts with images get 2x higher engagement
8. 61 million senior-level influencers on LinkedIn
9. 4 out of 5 people on LinkedIn “drive business decisions”
10. LinkedIn has proven to be an effective platform for lead generation and customer acquisition. In fact, it’s 277% more effective than Facebook in generating leads.

Accountants are notoriously poor at using Linkedin. When I was in my corporate business development roles in financial services the first 2 things I did once I opened my email was open my CRM and Linkedin. You can you learn a lot about clients by looking at their Linkedin profile.

3️⃣Establish Yourself as an Industry Expert: LinkedIn offers an excellent opportunity to showcase your expertise, skills, and experiences. The platform’s content-sharing features, such as status updates, articles, and posts, allow you to share your unique perspectives, insights, and industry knowledge with your network. Publishing informative, insightful, and engaging content positions you as an authority in your field, attracting more followers and potential clients to your network.

4️⃣Reach a Targeted Audience: With LinkedIn’s advanced targeting capabilities, you can reach specific audiences in your niche. For example, you can use LinkedIn Ads to reach high-net-worth individuals, small business owners, or decision-makers at specific companies. You can also use LinkedIn Groups to connect with other professionals in your industry, share ideas, and build relationships.

5️⃣Build Your Reputation as a Trustworthy Advisor: Building trust with clients is critical for financial professionals. LinkedIn provides an opportunity to showcase your credibility, knowledge, and professionalism. By creating a compelling LinkedIn profile, sharing valuable content, and nurturing your network, you can build a strong and trustworthy reputation, which can turn into long-term business relationships.

Also please like and re-share posts. One of my posts that I re-shared from a connection because it resonated with me ended up generating over 2000 views.

6️⃣Generate Leads and Increase Revenue : Ultimately, using LinkedIn for marketing can help you generate quality leads, build relationships, and increase revenue. By leveraging LinkedIn’s various tools, such as Sales Navigator, you can identify potential clients, understand their needs, and engage with them in a personalised and meaningful way. With a focused and consistent effort, you can use LinkedIn to build a pipeline of leads and grow your business.

LinkedIn is an incredibly powerful tool for finance professionals looking to grow their business. By using the platform to network, establish yourself as an industry expert, reach a targeted audience, build your reputation, and generate leads, you can set yourself apart from the competition and achieve long-term success. It’s time to leverage the power of LinkedIn for marketing – your business will thank you for it.

The advance of technology is based on making it fit in so that you don’t really even notice it, so it’s part of everyday life Bill Gates, Co-founder of Microsoft.

Smart technology has already made its way into our daily lives, through our phones, laptops, and home appliances. This technology has made us more connected, more productive, and more efficient. Smart technology continues to evolve and improve with each passing day, and as it does, it’s changing the way we live our lives. Let’s explore why using smart technology, like smart lighting, smart devices makes life easier and more efficient.

4 Reasons Why We Should Use Smart Technology

Convenience: One of the significant benefits of using smart technology is convenience. Smart technology allows you to control various devices through your smartphone or voice command without moving a muscle. For instance, installing smart lights in your home allows you to control the lights with your smartphone. This is not only convenient but also efficient. No more worrying about accidentally leaving the lights on when you leave the room.

Cost-Efficient: Another benefit of using smart technology is that it is cost-efficient. Smart devices are designed to save energy.

Security: Home security has always been a concern, but with smart technology, it is easier to keep your home safe. Smart cameras are examples of smart devices that offer enhanced home security. Smart locks can be controlled through your smartphone, giving you the power to lock and unlock your doors remotely. Smart cameras give you the ability to view your home, even when you are away. These devices work together to provide a more comprehensive home security plan.

Efficiency: Save TIME. Lastly, using smart technology is proven to enhance efficiency. Smart technology has revolutionised how we consume power. Smart devices can automatically turn off when not in use, ensuring energy efficiency in every device. This results in a lower cost of energy consumption, increased convenience, and less environmental impact.

Smart Technology Things I Can’t Live Without!

Indulgent I know but I love the way technology allows me to be more efficient.

Furbo. My Furbo keeps me connected to my dog. I can feed him treats remotely. Check up on what he’s doing. Take photos and videos. I get bark alerts on my phone so I can log in and tell him to be quiet. Must keep my neighbours happy and it’s extra security because it detects when a person is in the house.

Bose. I love my Bose Tempo sunglasses which connects to my phone. I can talk to people using my sunglasses, play music or listen to podcasts whilst walking my dog or listen to navigation instructions whilst driving. My Bose QC35 noise cancelling headphones are the bomb because it can connect to two devices at once so of course it’s connected to my phone and my Samsung Active watch.

Ring. Ring products are so superior. With my RING doorbell , front and back video floodlights I’m completely covered and secure. And when someone comes to the door I can tell them to wait. Plus everything is recorded to the cloud and on your phone. So cool.

Smart Switches. I have smart switches (Sonoff/Grid Connect) controlling my lights and my airconditioning. Nothing like driving home and telling Google to turn on the airconditioning and lights before getting home.

MyQ Smart Garage Hub. So convenient when you can let the guys in from Bunnings remotely who are delivering your order of gardening products.

Pulse2 Smart Hub. Control your awning with your voice or phone app. A bonus in summer when the Queensland heat is bearing down your backyard.

Samsung Active Watch (Cellular). I will never forget the first time I received a phone call on my watch as I didn’t have my phone with me or when my phone battery is dead I was still able to communicate. It was such a buzz. Showing my age here but for those that remember Maxwell Smart from GetSmart Mel Brooks was way ahead of his time. Plus I’m always misplacing my phone so I find my phone using my watch.

Tile. Never lose or misplace another thing. By far the best (in my opinion) in Bluetooth tags. I have Tiles on my dog, keys, remotes, wallets, luggage and my Samsung buds case. Plus you get alerts when you leave the house without something. Also another device to find your phone. Press the tile button and it will ring your phone.

Smart technology has revolutionised the way we live. The benefits of using smart technology are undeniable. They provide convenience, cost-efficiency, security, comfort, and efficiency. Incorporating smart technology into your life can make it much more comfortable and efficient. Smart devices also pay for themselves with cost savings and longevity. As a result, it’s worth investing in smart technology to enjoy its numerous benefits.

Where would I be without my smart tech tools.

I only wish I could find an institute that teaches people how to listen. Business people need to listen at least as much as they need to talk. Too many people fail to realise that real communication goes in both directions Lee Iacocca, Chrysler Corporation

Active listening is a crucial skill for success in sales, especially for finance professionals who need to establish trust and build strong relationships with their clients.

By using active listening techniques, you can better understand the needs and concerns of your clients and respond accordingly, leading to more successful outcomes and higher client satisfaction.

Let’s take a closer look at three tips for using active listening during client

meetings: paying attention, showing that you are listening, and clarifying and

repeating.

Paying attention is an essential part of active listening. When someone is speaking, it’s important to give them your undivided attention and focus on what they are saying. This means avoiding distractions like checking your phone or thinking about what you’re going to say next.

By giving the other person your full attention, you can better understand their needs and concerns and respond accordingly.

One way to pay attention during a client meeting is to minimise distractions as

much as possible. This could include turning off your phone, closing unnecessary tabs on your computer, and finding a quiet place to have the conversation.

By eliminating distractions, you can better focus on the person speaking and fully absorb what they are saying. Additionally, using non-verbal cues such as maintaining eye contact and having an open body position can also convey to your client that you are present and engaged in the conversation.

I know as a finance professional we are full of knowledge after years spent building our expertise and there is always the temptation to show clients and potential clients our knowledge and expertise.

However clients just want to be heard and need you as their trusted adviser as a sounding board to confirm particular courses of actions and give appropriate advice.

Showing that you are listening is another important part of active listening and

effective communication in sales. By using nonverbal cues, such as nodding and

maintaining eye contact, you can demonstrate that you are engaged in the

conversation and interested in what the other person has to say.

These cues can also help to build trust and establish a connection with the other person. Nodding is a great way to demonstrate that you understand what the other person is saying and also serves as a way to encourage the other person to continue speaking and to show that you are interested in what they have to say.

I often find myself nodding during zoom calls involuntarily to indicate to whoever is speaking to show I’m listening.

Maintaining eye contact is another important way to show that you are

listening, as it can help to establish a connection with the other person and

demonstrate that you are fully present and engaged in the conversation.

I learnt this many years ago from listening to different sales seminars and presentations when it was mentioned and I admit I found this uncomfortable at first but now it’s now second nature to me. We often have to do small things to get out of our comfort zone to make progress.

Clarifying and repeating are important tools for active listening and effective

communication in sales. By clarifying and repeating key points, often called

mirroring, you can ensure that you understand the other person’s needs and

concerns and that you are on the same page.

If you are unsure about something or have a question, don’t be afraid to ask for clarification. Asking for clarification can help to ensure that you fully understand what the other person is saying and can help to avoid misunderstandings.

Repeating what the other person said is a helpful tool for confirming that you understand their needs and concerns, and can also help to build trust and connection with the other person.

Finally, as a finance professional, it’s important to summarise the meeting by using a whiteboard or paper and seeking feedback from the client or potential client. This helps to confirm that you have accurately understood the situation and can provide the best possible solution.

Additionally, asking open questions to build rapport and show that you are actively listening and empathising with your client can also improve the success of your client meetings.

This is especially important at the beginning of the client meeting. I always spent at least 5 to 10 minutes at every potential client meeting to build rapport. Always ask the potential client to talk about themselves or clients to explain their situation before launching into solutions or problem-solving mode.

In conclusion, whilst some of this may seem obvious to you if in a conversation a client doesn’t get a chance to talk or explain their situation they will feel they are not important or heard.

Mastering the art of active listening is essential for success in sales as a finance professional. By paying attention, showing that you are listening, clarifying and repeating, and summarising the meeting, you can improve your communication skills and build strong, trusting relationships with your clients.

The more you focus on the value of your product or service, the less important price becomes Brian Tracy

As a financial adviser or accountant, you’re in a unique position to help your clients make sound decisions with their money. You’re an expert in financial planning, investments, and taxation—all valuable services that are highly sought after by individuals and businesses alike. But how can you effectively communicate the benefits of your services to potential clients?

There are a few ways that financial advisers and accountants can better focus on the benefits of your services rather than the features when selling:

Identify the needs and goals of the client: Before presenting a product or service, financial advisers and accountants should take the time to understand the needs and goals of their clients. This can help you tailor solutions to highlight the benefits that are most relevant and valuable to the client.

Ask your client lots of open ended questions and listen. Ask them about their retirement plans, what’s on their bucket lists, leaving a legacy. They may have a passion project they want to start and finish. It’s not always about money. By helping your clients achieve their financial goals you can help them achieve their passion goals.

Use storytelling to illustrate the benefits: Financial advisers and accountants can use storytelling to illustrate the benefits of their services in a more relatable and engaging way. By sharing examples or anecdotes about how your services have helped other clients achieve their goals, financial advisers can help clients better understand the value of their services.

Clients love hearing stories of how you have helped other clients. Tell stories and use examples that they can relate to so find clients similar to them and give them an example of how you helped a client just like them.

Emphasise the long-term benefits: Rather than focusing on short-term features or rewards, financial advisers can emphasise the long-term benefits of their services. This could include the potential for increased financial stability, growth, or security over time.

Use whiteboard planning to map out their goals and show them the long term benefits of your services to help them achieve their goals. The majority of people are usually visual learners. It’s important that you know how your clients understand or learn concepts so work out if they are visual, auditory, kinesthetic or writing learners.

Knowing how your clients understand financial concepts will help you adapt your presentations to suit your clients learning styles so they can understand how you can help them.

Use persuasive language: Financial advisers and accountants can use persuasive language to convince clients to take a particular action, such as purchasing a financial product or adopting a particular investment strategy. Some persuasive language techniques include using strong, action-oriented words, making logical arguments, and appealing to emotions.

Create Compelling Messaging Your messaging should be clear and concise so potential clients understand why they need your services. For example, if you specialise in retirement planning or tax strategies, you might emphasise how your guidance will provide peace of mind for those who want to make sure their retirement years are comfortable and secure.

If you focus on investments for your clients, highlight how your expertise can help them maximise their wealth through smart asset allocation strategies. If you focus on tax structures show them how they can help minimise tax.

The key is to demonstrate why you stand out from other accountants and advisers by focusing on the value-added benefits only an expert like yourself can provide.

Be sure to ask questions that allow your clients to think deeply about their long-term goals and objectives—questions that reveal what they truly want out of life and how they plan to get there financially. This will create a powerful connection between your client’s dreams and the services you offer.

Incorporate Technology. Using technology can help build trust with potential customers who may not be familiar with financial advisers or accountants. Providing helpful resources such as calculators, videos, webinars or eBooks shows them that you have the knowledge and experience necessary to guide them through any issues they may face along the way.

Additionally, utilising platforms such as social media can be a great way for potential customers to learn about who you are as an individual and how knowledgeable you are when it comes to providing financial advice.

Some of the benefits you could highlight to existing and potential clients of using your accounting or financial planning firm to name a few are :

1. Save money and time by utilising your service. With the right systems and advice provided by you your client will not waste time or money.
2. You keep your client organised and on track by having regular meetings and financial updates so that they achieve their goals.
3. You help them implement good systems and meet their compliance requirements.
4. You help them grow and improve your business.
5. You help them with the right business structures to minimise tax in an effective way and build wealth in the right structures for retirement
6. You help them make sound business decisions
7. You help them reach their long-term goals

Whilst the above is not an exhaustive list you use these as a start to create marketing messages. Ask your clients how you have helped them will give you some more ideas on the benefits of using your firm.

Whether it’s retirement planning or investment management, highlighting the benefits of financial and accounting services is essential for attracting new clients.

Through compelling messaging and leveraging technology tools like calculators, videos, webinars or eBooks, financial advisors and accountants can effectively communicate their value proposition while also building trust with current and prospective customers alike.

By establishing yourself as an authority in this space, these tactics will help you gain more customers over time while still providing excellent customer service in order to retain those existing customers too!

Mistakes are a fact of life. It is the response to error that counts.” – Nikki Giovanni

Making mistakes and dealing with setbacks is an inevitable part of life. As a financial professional, it’s important to keep in mind that these experiences can be valuable opportunities for learning, growth and development. Mistakes are not only unavoidable but are often necessary to help us become more knowledgeable and experienced in our profession.

It is essential to learn from mistakes and setbacks so that you can move yourself closer to achieving your goals. It is equally important to stay focused on positive outcomes, rather than becoming discouraged. To aid in this process, it may be fruitful to take the time for analysing what went wrong and learning from this experience. 

A few key things you can learn from setbacks are understanding any underlying issues that caused the setback; determining which steps should be taken to ensure similar setbacks will not happen again; and recognising your own strengths and weaknesses in order to develop a healthier path going forward. 

With awareness of these three points, a financial professional can use lessons learned through adversity as opportunities of personal growth in order to reach their long-term targets.

Three key lessons a financial professional can learn from setbacks include :

Enhance your problem-solving skills. As an accountant, problem-solving skills are essential for success. Not only do these skills help you in your day-to-day responsibilities, but they also help you to think outside of the box and come up with creative solutions to complex problems. Several ways you can enhance your problem-solving skills include :

• Brainstorming techniques. Brainstorming sessions allow you to think outside of the box and come up with creative solutions to tricky problems. In a brainstorming session, it’s important that everyone involved understands the goal of the session and is prepared to contribute ideas. For example your client has asked you to help them with their new business and want you to come up with business strategies to minimise tax
• Research Strategies  For example, if you are having difficulty finding a solution for a particular accounting issue, there may be research papers or books available on the subject that could give you some insights into potential solutions. Researching strategies can also help you develop better processes for tackling tough problems in the future so that you can avoid making similar mistakes again down the line.
• Consult other professionals and get their opinion on specific strategies that would assist your clients
• Put Yourself in Others’ Shoes. When looking at challenging situations from different angles and considering how other people might approach them, it can open up new possibilities that might not have been obvious otherwise. Taking this approach can also help you see potential flaws in your own reasoning and make sure that any proposed solutions are watertight before they are implemented.

Developing a strategic mindset. As an accountant, you understand the importance of numbers and analytics. However, in order to be successful in today’s market, you need more than just the ability to crunch numbers. You need to be able to think strategically about how those numbers will affect your business and its growth. This means developing a strategic mindset that takes into account all aspects of the accounting process, from decision-making to problem-solving. So take these steps to help develop this mindset:

• Review your goals and re-align your strategies if necessary
• Analyse data. What is the data telling you. Are there particular trends and patterns. Does the data indicate a change in your business model
• Take action. Once you have identified potential opportunities or areas of improvement within your organization, take proactive steps towards achieving them by implementing new processes or systems if necessary. Taking action also means staying up-to-date on industry trends so that you can adjust your strategy accordingly when needed. 

Building resilience. As an accountant, it is your job to stay organised and remain in control of client information, finances, and deadlines. Building resilience is an important tool that all accountants should have in their toolbox. It will help you better manage difficult situations and thrive under pressure. Build resilience by finding a support system of colleagues or friends who understand the unique challenges that come with being an accountant can provide valuable insight when times are tough and better advise your clients.

A financial professional should learn to stay resilient and not give up when facing setbacks. It is important to remain determined and keep pushing forward despite any challenges or obstacles that may arise. Reshaping failure into an opportunity for growth enables us to reach heights we never thought possible!

Finally take responsibility and own the mistake or situation. Don’t be afraid to have the hard conversation. Being honest to yourself and your clients is the beginning of wisdom.

Clients will appreciate your honesty and integrity in owning the situation. Of course it goes without saying that you assist your clients by rectifying the situation on their behalf. And if it’s your personal situation what are some other options can you pursue. 

Adaptability is about the powerful difference between adapting to cope and adapting to win. –Max McKeown

In the ever-changing world of accounting and financial advice, it is essential that professionals stay flexible and adaptable. These skills are invaluable when working with clients, understanding industry trends, or responding to market fluctuations. Being able to anticipate potential opportunities or risks requires a deep knowledge of the industry and an ability to quickly pivot in response to changing circumstances.

The best accountants and financial advisers understand this and are equipped with the right tools to stay one step ahead. Being able to think ahead and create alternative solutions when difficulties arise puts top professionals at a great advantage.

Adaptability means anticipating changing situations while keeping their cool under stress; quickly taking on any job that presents itself along with being prepared for high-pressure workloads – all of which are essential traits of seasoned accountant today!

Accountants can prove their worth to firms and clients by showing willingness to learn new techniques or methods, showing initiative, looking for ways to improve a work situation, and keeping a positive attitude.

SIX Skills to nurture as an accountant or financial planner in developing your ability to adapt:

1️⃣Think creatively. Explore different avenues for fostering creativity and accomplishing work goals with a new mindset. Workshop a client’s situation by doing whiteboard planning. Most people are visual so draw the situation on a whiteboard to better understand and evaluate a client’s situation.

Brainstorm the situation with your team to engage different thinking. As Aristotle said the whole is greater than the sum of its parts. Collaborate with other trusted advisers who can bring different skills to the situation.

Those who tend to stick to the same tried-and-true methods are likely to have decreased flexibility and will resist change. An excellent example of this was when Xero was first released and completely disrupted the accounting industry because the incumbents at the time were too entrenched and complacent in their position. Look at the opportunities that developed as a result of Xero. It created an industry for 3rd party suppliers to offer integration to provide better solutions.

2️⃣Embrace ambiguity As an accountant embracing ambiguity is sometimes difficult because we are trained to provide a solution that is correct with very little ambiguity. Today’s modern accounting firm recognizes there is room to encourage and embrace change even when ambiguity is involved. A conscious effort should be made to maintain a positive mindset and to come up with new ways of seeing and doing things. Ambiguity allows you to re-examine your goals and see whether a change is required.

3️⃣Exercise emotional intelligence. Emotional intelligence means controlling and filtering one’s emotions in a constructive manner. Emotional intelligence is important in building relationships with other people. It’s also key to understanding yourself and your needs.

Emotional intelligence can help you handle difficult moments in your life. As a trusted adviser clients look to you for advice and expect you to remain firm and at times unwielding. When a client’s business is experiencing difficulties you as the accountant can offer different solutions and provide much needed sanity to their situation. This could lead to expanding your service offerings to better serve your clients.

4️⃣Understanding Industry Trends . One of the most important skills for successful accountants and financial advisers is being able to understand industry trends and anticipate changes in the market before they happen. This will assist in assessing your clients evolving needs and will enable you to plan ahead for any potential risks or opportunities related to your client’s situation.

When the pandemic hit and share market values dropped by 13% as an accountant or financial adviser you would have advised your clients not to panic or sell and wait for a recovery which took around 12 months to regain previous values. Looking at it from a different perspective this would have presented different investment opportunities and allowed for investors to pick up valuable shares at a much lower value similar to what happened in the GFC.

5️⃣Analysing Data Quickly Being flexible also means being able to analyse data quickly in order to make informed decisions as soon as possible. This could mean running reports on client portfolios or creating projections based on current economic conditions. Being able to compile data from multiple sources into an actionable format—and doing so quickly—will ensure you can respond effectively when rapid change occurs.

6️⃣Adapting Strategies Rapidly For accountants and financial advisers who want their businesses to succeed over the long term, it is essential that they are prepared for whatever comes their way by being ready at all times to adapt strategies rapidly if needed.

This may mean changing how you interact with clients or shifting your approach toward certain investments depending on how the markets are performing at any given moment. Having a flexible mindset allows you to remain nimble when necessary so that you can always remain competitive no matter what comes your way.

An example of this was in 2020 Covid became a reality and the whole world had to shift and adapt. Cloud technology became increasingly important and meeting online became a reality. The subsequent explosion in innovation and technology has changed the way work is being done and organisations had to embrace a more flexible way of doing things.

These are some of the top elements for building a firm that is adaptable and flexible.

By understanding the importance of being flexible and adaptable as an accountant or financial adviser, you can stay ahead of the competition in this ever-changing industry.

Take time now to organise your team so that everyone understands what changes need to be made—and make sure that regular communication is held so that any updates or modifications are discussed openly between all parties involved.

With this approach in place, you will have no problem staying current with industry trends—and meeting the needs of each client more efficiently than ever before!.