Making Rain - Improving Success with Retaining Clients and Attracting Prospects 2 CPE

Course Duration: 2 Hours

Course Rating:

Course Enrollments: 19 Enrolled

Mode of Delivery: On-Demand

Course Level: Intermediate

Study Area: Communications & Marketing

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. This module provides tips and techniques for ensuring that your firm has the capacity to grow and expand its book of business in a healthy way.

Major Topics:

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

No advanced preparation or prerequisites are required for this course.
Designed For: Accountants retaining existing clients and developing prospective new clients.

Learning Objective

Identify and discuss the importance of continuously marketing to retain existing clients.
Discover and describe best practices for developing opportunities to engage with prospective clients.
Explore and explain what differentiates your firm and its services from the competition in a way that is easily communicated and understood.

Last updated/reviewed: March 16, 2024