Your CPA firm’s marketing and communications should educate, inform and offer value. They should also provide you with viable leads and sell your services.
Here are five blog posts with tips and hints on how to weave sales and lead generation strategies into your marketing to help you get the most out of your efforts:
Five Subtle Ways to Weave Sales Into Your Newsletter
Content marketing should offer the mutual benefit of providing your clients and prospects with valuable information and resources while also creating opportunities for your business to sell its products and services. Even if your business prides itself yourself on offering a consultative approach, you’re still trying to sell something. Your email newsletter should bring up a topic that will lead to a sale of a tangible product or service… READ ON.
Make Sales Of Value Added Services Rocket In 2014
I recently read an article from Rob Nixon with the Proactive Accountants Network encouraging accountants to systematically cross-sell their value added services. I especially liked Rob’s take on this because his approach can so easily be implemented through the use of an email marketing platform. I have taken Rob’s points and outlined how you can create a systematic approach to promoting and selling additional services. Here are six steps to take… READ ON.
The Intrinsic, Yet Tangible Value of Trade Shows for Increased Sales
Participating in trade shows has become less about marketing and more about sales strategy. Generating awareness, defining your brand in the marketplace (especially in developing niche markets), creating leads, and positioning your accounting firm strategically within the marketplace are still valid reasons for participating in trade shows. Treating modern trade shows as sales events will help you deliver more tangible results… READ ON.
What is your best source of referrals? It could be your clients.
When you hear the word “referral source,” you may immediately think of professional contacts, friends, LinkedIn groups, and people you know from college or the community. Clients may never even come to mind, and yet clients can be an excellent source for business-generating referrals, for several reasons. Clients often refer you to suppliers and other businesses in their industry groups that the professionals in your network… READ ON.
5 Things You Must Do To Convert a Lead Into a Sale
Bravo! You’ve generated some leads. Now what? If business development consisted solely of lead generation, more accounting firms would be a lot more successful. But it’s really only the midpoint of the process that starts with marketing and ends with an engagement. What you do with the leads you generate is every bit as important as what you do to generate them. Here are five things you must do to convert a lead into a sale… READ ON.
Not all leads are created equal. Some prospects may simply be curious rather than interested. Others may sincerely want the services you offer, but be unable to afford them. Still others may have misunderstood what you offer. Position your firm strategically within the marketplace by following these best practice tips to maximize your lead generation and sales efforts. You should also track and measure your lead generation and sales results to identify the true ROI of your endeavors.