Marketing and Sales Strategies for Progressive Accountants - Accounting Voices Podcast

Episode 6

Marketing and Sales Strategies for Progressive Accountants

Published on: 2nd June, 2018

James Ashford

James Ashford helps progressive accountancy firms to become more profitable and to systemize their firms so they can deliver maximum value and incredible experiences to their clients. He is a sales, marketing and systems expert, helping firms to scale their practice by giving more value to existing clients and converting new prospects at a higher rate for higher fees. He does this through challenging outdated pricing methods and mindsets, implementing powerful optimized systems and leveraging entire firms to sell more through consultative sales techniques.

He works exclusively with leading firms of accountants from around the world, helping them to become more profitable and to systemize their firms so they can deliver maximum value and incredible experiences to their clients. James is the founder of GoProposal, bestselling author of “Selling to Serve” and director within a thriving firm of accountants called My Accountancy Place.

James is a Former artist and close-up magician. He’s definitely NOT an accountant. He is a business owner who has helped many other businesses to increase sales and significantly grow their profits. Listen to this straight talking interview and get the following nuggets to help you grow your accounting client base:

  • Why NOW is an exciting time for accountants, and which kind of accountants are having the biggest impact
  • Why the accountant default position is a desire for perfection and a resistance to change
  • Progress not perfection – a great mantra for progressive accountants
  • Why mindset is a critical word for technically strong accountants who want to differentiate
  • “Most accountants genuinely care, want to help and want to make a difference”
  • The ONE BIG DIFFERENCE between the good firms and the great ones
  • The importance of making quick decisions to innovate and truly serve your clients
  • How to easily lose 4000 months of positive impact on your clients
  • The danger of personal agendas amongst partners in large firms
  • “Accountants have to be much smarter in the way they win work in these tough times”
  • Ways to demonstrate you are the trusted advisor and ‘go to’ expert
  • Applying the concept of lifetime value to your marketing and networking
  • Tips to enhance the client experience using ‘experience mapping’ and emotions
  • Without exception, it is EVERYONE’s job to win work in a large accounting firm
  • Selling is a value exchange and why many accountants are selfish by not selling.

To contact James: JamesAshford.com 01302 283 038 or Liked your PFA Podcast" target="_blank">email James directly>>

Next Episode All Episodes Previous Episode

Listen for free

Show artwork for Accounting Voices Podcast

About the Podcast

Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.
Accounting Voices, hosted by Rob Brown, helps decision makers and leaders in accounting and finance stay relevant, visible and vocal in a profession being reshaped by technology, private equity, regulation and shifting client expectations. Each episode interprets the trends disrupting accounting and finance such as AI, automation, M&A, talent and the move to advisory and translates them into practical insight that strengthens authority and influence.
Accounting Voices is also a platform for the wider ecosystem of networks, associations, educators, consultants, software vendors and technology experts who serve accountants and finance professionals worldwide. It extends into regular Accounting Voices networking sessions that connect this audience and amplify ideas that move the profession forward. With its international reach and long shelf life the show delivers credibility and commercial value for listeners and sponsors alike. Search for "Accounting Voices" on YouTube for all episodes and connect with Rob Brown on LinkedIn to find out more: https://www.linkedin.com/in/therobbrown

About your host

Profile picture for Rob Brown

Rob Brown

ob Brown is the creator and host of the Accounting Voices Network, a media platform that includes the flagship solo podcast Accounting Voices and the panel shows Accounting M&A and Accounting Tech. He chairs conferences, panels and virtual events worldwide and is recognised as a leading advocate for the accounting profession.

He is an accomplished speaker and authority on trust, reputation, employer brand, talent, succession, executive presence and the forces shaping the future of accounting. Rob is the author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk The Personal Brand of You has been viewed more than 400,000 times.

A former co-founder of the Accounting Influencers Roundtable, Rob now focuses on amplifying the voices of leaders, firms, networks, vendors and influencers across the global accounting ecosystem.

Outside of work he is a stroke survivor, lives with epilepsy, holds a black belt in kickboxing and is based in Nottingham, UK. He plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.