Audit 504: Making Rain - Success with Clients and Prospects

Overview

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.

Highlights

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

Prerequisites

None

Designed For

Accountants retaining existing clients and developing prospective new clients

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

Preparation

None

Notice

This course is provided by a third-party vendor. Please note that login instructions will not be available in the ‘My Upcoming CPE’ section of the NESCPA website. Instead, the login instructions will be sent directly to you via email by CPA Crossings. Upon completing the course, your hours will be recorded in the ‘My CPE Tracker’ section of the NESCPA website.