bonus

Why Didn't They Buy Part 3 - No Real Need for Our Firm

BONUS: "Why Didn't They Buy Part 3 - No Real Need for Our Firm"

In today's bonus episode, we focus on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Today, the common misconception that the prospect you're talking to doesn't really need what you're offering.

Key takeaways from this episode include:

⍟ where the misconception comes from that an accounting prospect doesn't have any real need to change

⍟ the difference between an order-taker and a value-maker when it comes to winning a new client for your accounting firm

⍟ why accountants and CPAs must take prospects beyond compliance conversations to uncover genuine needs

⍟ what 'we're being well looked after by our current accountants' actually means

⍟ the mistakes many accountants make in failing to prepare properly for a prospect meeting

⍟ the main reason accounting professionals may miss opportunities to land a new client in the prospect meeting

⍟ why it shouldn't fall to the prospective business client to educate themselves on what an accountant or CPA can do for them

⍟ why poor time management or being too busy to prepare is not a valid excuse for accountancy professionals who fail to convert a new business opportunity

⍟ the three key steps accountants must take to ensure they fully maximise new prospect opportunities

⍟ the benefits to accountants of considering the client lifetime value when they prepare to see potential new clients

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays . On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show's 18000+ unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.

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About the Podcast

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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.

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About your host

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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.