Publisher's Synopsis
Our first book in this series, The Marketing Machine(R) for Small Business Accountants, built on the premise that referrals are the life blood of professionals. And now, this WORKBOOK version gives you an easy way to put the principles to work.
If you are getting too few referrals, or too many of the wrong kind, your firm will continue to face an uphill battle. The WORKBOOK takes you step by step through the process of reaching what we call 2nd and 3rd tier referral sources -- people who have no direct connection to you and who know you and your work only by reputation.
It's all possible when approached systematically!
The Marketing Machine(R) for Small Business Accountants provides the background for building your sustainable practice. The WORKBOOK adds a step-by-step playbook in the form of simple questions that pinpoint the essentials for YOUR firm. There's room for you to write your answers. Complete the workbook on your own schedule.
Here are the essentials of the formula:
- Perfect Your Process- A consistent, disciplined playbook inspires confidence in you and your firm - and quality referrals, too.
- Define Your Desired Client Base - Simple questions, one after another, help you identify the characteristics of small business clients you can serve successfully and profitably. Your marketing focuses on these prospects and only these.
- Know How Many Clients you Want -- How many new prospects can you and your firm handle each week and still deliver top notch services? Controlled growth is a basic requirement for an orderly practice.
Unless you are flush with client business and record-breaking profits, you need to read the book and work your way through this Workbook. It's more than an exercise, it's a step-by-step plan you will take into battle - and you'll refer to again and again to update with the changes in your business.
In addition to the basic workbook, you will have access to targeted supplemental checklists, marketing tips, etc. The Marketing Machine(R) for Small Business Accountants and its companion WORKBOOK are just the beginning!
