Arvid Mostad, President
Mostad & Christensen, Inc.
Your current clients and prospective clients like dealing with a well-known and successful accountant. The more visible you are, the more likely it is that people will consider you successful. Take the opportunity to speak at local service clubs and to write articles for your local newspaper or trade journals for industries in which you [...]
Most clients who ask for a fee and time estimate on an engagement simply want some idea of the size of their project.
Because your client will always remember the lowest figure given, you are better off not giving a range of fees. For example, don’t say the fee will be from $2,000 to $3,000 for [...]
Accountants often ask me what they can do to get more work from their business clients. Here’s what I suggest:
You already visit some business clients in the normal course of your work. It’s a logical step to visit all your business clients at their office at least once a year. This no-charge visitation will be [...]
I’ve spent over 30 years helping accountants understand how important marketing is in improving net profit. I have talked to thousands of accountants about marketing, fielding their questions and sharing my ideas and expertise. Here are the eight questions I’m asked most frequently about marketing.
Question 1: Why should we do marketing when we have all the [...]
Ask for referrals
Let your clients know you are not overworked and would appreciate new business and referrals. Comment that business is good and you are looking for more.
Good sources
Try to get more clients who deal with new and start-up businesses — insurance brokers; real estate firms; temporary personnel agencies; and office equipment, furniture, and supply [...]
Marketing professional services is not like some other promotional programs. If the local supermarket runs a Friday newspaper ad with a special price on hamburger, they will know by Saturday how well it worked. You will not have this luxury. Most of your marketing efforts are intended to keep you visible in the eyes of [...]
Clients and prospects who visit your website are looking for information about tax, business, and financial matters. An online newsletter is an ideal way to show your readers that you’re not only keeping up with technology, but that you’re also on top of the latest tax and business news.
Whether you create a newsletter yourself or [...]
Consider offering a money-back guarantee on your services. This could lead to higher profits.
Suppose we were forming a new partnership. We ask Attorney #1 what it costs for an agreement. He says he charges $200 per hour and he estimates five hours. We ask Attorney #2; he charges $225 per hour for five hours. But [...]
Your website gets a real workout during tax season. Prospective clients looking for an accountant go to your site to evaluate your firm’s services. And your existing clients rely on your site for current tax numbers, deadlines, and other vital information. Is your website ready for this increase in traffic?
You should go to your website [...]