CPA - Accounting
Firm Marketing Newsletter:
How to set up your firm so that you can charge monthly fees from
every accountancy client
In this issue
we look at how you could open up a flow of monthly fees with
ease, increasing your income effortlessly while greatly enhancing
the profit margin at the same time.
As a CPA you
don't need to be told the pressures that come from the Tax Season
"frenzy" every year... only to repeat itself with extensions.
We want it
and we don't want it. The good is the huge surge of income, with
many CPA firms making most of their annual income during those
few weeks. The obvious not-so-nice side of it is that you have
to work yourself to the bone and beyond... and it's not always
a nice experience.
So, what if
you could INCREASE your annual turnover, boost your profit margin,
augment your clientele... and yet have your work divided more
evenly throughout the year?
How would that
grab you?
"Impossible," may well be your instant
reaction.
Maybe so but
not necessarily for anyone who dares to believe it can be done...
How to turn
your CPA firm gradually into charging clients on monthly basis
Let's start
with the question that might be the obvious one to ask first:
How could
clients be MOTIVATED into paying monthly fees and ASK for a monthly
service from their CPA or Accountant?
Obviously,
there would be many advantages for the accounting professional
from charging a monthly fee.
But what would
persuade the CLIENT — and not just ONE but practically ALL
of them — to pay monthly fees and pay MORE than he does
now for the year-end work and tax filing?
Well, there's
a very simple answer to that question:
If you can
show clients how they would BENEFIT from it then they would ASK
for it.
In fact, they
would DEMAND for it.
But first YOU
need to be able to realise fully how much businesses could save
IF only they consulted YOUR EXPERTISE, knowhow and special skills
on monthly basis and received expert help on their financial
planning.
In today's
world it's so common to belittle one's own abilities. Modesty
is considered "good manners" and every able being usually
finds himself or herself surrounded by a few individuals whose
goal appears to be to keep you "down to earth..."
But here's
the trap: Being modest, accepting others' opinions about the
value and level of your skills, or even LISTENING to any kind
of belittling (be it openly or covertly delivered) will make
you lower your view of your own power little by little.
Add to this
the inevitable failure to reach one's set goals — or, to
reach them in the time you set for it OR reach them only partly
or not reach every goal — and you might unintentionally
(or subconsciously) begin to AGREE with those "cut-down-to-size"
appraisals that every able being meets in life.
Gradually,
ever so slowly over the years, the person begins to cut himself
/ herself "down to size" and lower one's view of his/her
true abilities.
Just look at
how hopeful, positive, enthusiastic and purposeful you were when
you first started your practice. Remember how eagerly you waited
for a new day, how expectantly and proudly you opened the door
of your office every morning?
Compare that
picture to what you feel today and you'll have a reasonably accurate
measure of the toll that this belittling has taken over the years.
And by the
same token you'll KNOW that you have what it takes to change
over to charging monthly fees. You have the expertise, the knowhow
and the skills... now all you need is the way to take those to
the market and help clients PERCEIVE the value.
That's actually
the easy part, made possible only by the expertise that's already
there!
What changing
over to charging monthly fees can do for your CPA firm
It will spread
the income more evenly throughout the year, diminish the year-end
work load and even increase your financial viability by diminishing
the risk of credit loss as fees are securely collected month
to month.
Monthly charging
would not only speed up the cash flow but also allow you to charge
MORE per each client, provided you add on a simple monthly service.
The effects
would be practically invisible at first. After a couple of months
you might notice that your work load is more even and cash flow
far less perceptible to fluctuations.
With more and
more clients paying their monthly fee — with income flows
from a multitude of independent sources — your bank account
would not suffer an aneurysm every time one or two clients let
you down.
After a year
or two it would be impossible to NOT see the positive expansion,
the rock-solid foundations of your continuous income and the
smooth FLOW of work in your CPA firm.
The system
is there, the tools — tested in use for years, proven to
work in the hands of every accounting professional without any
need of marketing or sales training — are there.
Yet few accounting
professionals do this.
And there you
have the results of the constant hammering of criticism and belittling.
We simply don't believe we can do it...
Do you believe
in yourself enough to utilize your TRUE potential?
The problem
isn't in HOW to do it or whether it COULD be done but rather
than many believe they don't have what it takes.
Yet they do.
This system works for BOOKKEEPERS as well, so if you're a CPA...
If that's not
it then the next item on the list is usually that the practitioner
believes it would be a lot of work to achieve this monthly payment
system.
But that's
not so either.
Establishing
a flow of monthly fees is actually a chain of actions, MOST of
which you already HAVE IN PLACE, only you don't know about it
because you've never looked at it from that viewpoint.
But you have
most of it in place already.
Only a couple
of things are missing for you to start the gradual change into
monthly charging and do so successfully.
For one, you'll
need to WANT to do it or, rather DECIDE to go for it. You need
to not think "maybe later" but bite the bullet and
go for it NOW.
For the second,
you need to ADD something to your service —
something which makes sense to the client, something he WANTS
and NEEDS. But it has to make sense to the CLIENT so he wants
it on monthly basis... and, due to the way you present it, wants
it bad...
Once these
are in place, all other stops are pulled away almost automatically.
A client MOTIVATED
in receiving a monthly service will understand the necessity
of paying for it monthly... and he will also be motivated to
keep his side of the cooperation (the delivery of the documents
/ entries) timely as scheduled.
The end result
is a flow of monthly fees at a higher than average profit, paid
promptly more often than not. It'll do wonders for your cash
flow and also diminish the tax filing work load to a degree...
and put an end to once-yearly invoices whose payment you'll need
to wait ad infinitum.
To find out
just how this is done, you'll need your Modern Accountancy Marketing
& Sales Course.
It is the definitive
system for achieving a constant flow of monthly fees at better
profit. It contains the tested and proven added-value service
which most clients want, once you present it to them. And it
contains the ready-to-use TOOLS to present this uniquely desirable
accounting service both to existing and new clients.
So take a few
minutes to read the presentation of Modern
Accountancy Marketing & Sales Course. I guarantee you'll
like what you see...
Keep up the
great work!
Best wishes,
Harry Kafka
HDK Consultants
Ltd
32 Manning Close
Richmond Square
East Grinstead RH19 2DR
West Sussex, United Kingdom
Tel. 01342-328 116
From U.S: 011-44-1342-328-116
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