Description

Making Rain - Improving Success with Retaining Clients and Attracting Prospects provides tips and techniques for ensuring that your firm has the capacity to grow and expand its book of business in a healthy way. It costs more money to develop a new client than to simply retain an existing one. While a CPA firm with longevity needs to continuously develop new business to replace departing clients, a proper balance of marketing efforts should be divided between existing clients and prospects. Note: This course is recommended as a part of a 8-hour audit skills curriculum for managers, while it is also appropriate for anyone who has client relationship or prospecting responsibilities. This event may be a rebroadcast of a live event and the instructor will be available to answer your questions during the event.

Presented by Emergent Solutions Group LLC

Target Audience

Accountants retaining existing clients and developing prospective new clients

Course Objectives

• Identify the importance of continuously marketing to retain existing clients
• Recognize best practices for developing opportunities to engage with prospective clients
• Recall what differentiates your firm and its services from the competition in a way that is easily communicated and understood

Subjects

The major topics covered in this course include:

• Continued marketing to existing clients
• How to better connect with existing and prospective clients
• Motivating prospective clients to engage with your firm
• Methods for building value perceptions with existing and prospective clients
• Differentiating your firm from the competition, including translating features into benefits
• Handling objections and closing a sale