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All Hands Meeting

All Hands Meeting. A very practical approach that will grow your business. Contents. 7 Killer Ideas on Cross Selling and Being Pro-active 7 Killer Ideas on Client Referrals 7 Killer Ideas on Turning these ideas into Profits. Setting the scene.

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All Hands Meeting

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  1. All Hands Meeting A very practical approach that will grow your business

  2. Contents • 7 Killer Ideas on Cross Selling and Being Pro-active • 7 Killer Ideas on Client Referrals • 7 Killer Ideas on Turning these ideas into Profits

  3. Setting the scene • Branding – Cross selling and Integration of non-traditional services • Accepting and capitalising on change • Gaining a TRULY competitive advantage • Successful niche services • Staff and Partner motivation and creating challenging work • Using the internet to differentiate your firm • How to use computers for mundane work

  4. 7 Killer Ideas on Cross Selling and being Pro-active • What do clients really want and need • What services • How do they want it

  5. 7 Killer Ideas on Cross Selling and being Pro-active • Using Direct Mail, telephone, reception and the internet to communicate to clients

  6. 7 Killer Ideas on Cross Selling and being Pro-active • 100% lead generation from seminars • Book venue • Title to attract interest • invite 4 weeks before + phone follow-up • Competition • Coloured Badges • Drinks • De-briefing

  7. 7 Killer Ideas on Cross Selling and being Pro-active • Which “easy to use” added value tools work • Consulting & Coaching range – Ran One • Gold Report • Visual Tax planner • “What if” tools • Lifetime Value of a customer

  8. 7 Killer Ideas on Cross Selling and being Pro-active • Increase Client enquiries for new services • Reception Slideshow • Helpsheets • Seminar – helpful or thought provoking

  9. 7 Killer Ideas on Cross Selling and being Pro-active • Leveraging your staff • Use tools and technology • Training on these tools and IT • Champions

  10. 7 Killer Ideas on Cross Selling and being Pro-active • Value pricing your services • Charge out rates • Time ????? • % of …. • Money raised • Sell out price • Tax saved • Costs savings • Blink Test

  11. Value pricing your services • Phrases that might help • “How much money is involved ? – wow, that’s a lot of money – we had better get this right !!” • “the last time we did something like this we charged £……….., is that ok ?” • “You caught me going into a client meeting but I took your call as it was you and it might have been a quick one – but we will need a bit more time on this and I could schedule my diary today to speak with you on this for an hour or so and as you know, my hourly rate is £……. When would you like me to call you ?”

  12. 7 Killer Ideas on Client Referrals • Asking for work without sounding like a car dealer • Slogan • Business cards • Gimmicks • Client satisfaction Survey • 2 copies of materials to clients • Covering letters with marketing materials • “PS idea” and the “upset phone call idea”

  13. 7 Killer Ideas on Client Referrals • Marketing materials that work • Catalogue items • Gimmicks

  14. 7 Killer Ideas on Client Referrals • Using Marketing materials to generate referrals • Hand out more than one at a time • All staff to have access to these materials

  15. 7 Killer Ideas on Client Referrals • How to organise direct mail to generate leads • 20 marketing letters from 2020

  16. 7 Killer Ideas on Client Referrals • Creating referrals by providing real client care and networking • Timely service • Clarity on fees • Being Pro-active

  17. Client Satisfaction Surveys • Four things you wanted to know about your top 50 clients • What do the clients care about? • How do they rate your firm on those issues? • Are they thinking of jumping ship ? • What other services do they want to buy? • Do surveys every 4 years

  18. Telephone calls Receptionists role Knowing whereabouts of fee earners Agreeing times to return calls Use of voice-mail Monitor “repeat phone calls” Letters faxes and emails Refer to dates in correspondence email standard reply when away from office All projects Agree deadline Meet deadlines Tell/sell clients Timeliness

  19. Cost Driven Products Audits Accounts Compliance tax Fixed Fees & standing orders Benefit Driven Products Financial Services Business Advice IT consultancy Tax planning Pay as we go fee policy Fees

  20. Pre year-end tax planning Unlimited telephone support Strategic Planning meeting Financial Health Check meeting Attend management meetings Newsletter Client Alerts Seminars Workshops E-mail client alerts Press cuttings service Ongoing surveys Access to website Pro-active service

  21. Networking • Frequency of social meetings with: • Clients • Professional contacts • Potential clients • CCi, IoD, Business Network, Business Clubs, Curry Clubs, Business to Business lunches, Breakfast clubs, Rotary, Round Table, Lions, Sports and Leisure clubs.

  22. Networking (cont.) • Mutual Appreciation Lunch Society • Measure referrals out and in • Take clients to referrals where possible • Make a fuss for all inward referrals • JOINT events • seminars • with one joint party - 4 times more effective • with two other parties - 9 times more effective

  23. Networking (cont.) • Joint parties • Banks, solicitors, IFA’s, stock brokers, estate agents, • Car dealers, marketing consultants, design agencies, advertising agencies, in fact: • Anybody who has clients you want to meet !! • Other joint events • Wine tasting, sporting occasions, TV sports, golf days, fishing, shooting. • ANYTHING YOU WANT !!!

  24. 7 Killer Ideas on Client Referrals • Staff and partner motivation • Incentives • Communication • Training

  25. 7 Killer Ideas on Client Referrals • Measuring and managing success with client referrals • ECR’s per client

  26. 7 Killer Ideas on Turning these ideas into Profits • Practice structure • Difference between compliance and non-compliance services • Staff leverage • Charge-out-rates • Recovery levels • Maximising chargeable hours, minimising write off’s, reducing WIP to nil, and DRS days to <60

  27. 7 Killer Ideas on Turning these ideas into Profits • Staffing levels • Recruitment • Bounty scheme • Loan Stock • Retention • Loan Stock

  28. 7 Killer Ideas on Turning these ideas into Profits • Training and communication • All hands meeting • Target Market • Niche marketing • Specialise by industry or product lines • Access to trade associations and trade journals • Create champions from within • Transfer clients around partners to accelerate niche marketing • What are you NOT going to do this year ?

  29. 7 Killer Ideas on Turning these ideas into Profits • Truly Competitive advantage • Banking Choice

  30. 7 Killer Ideas on Turning these ideas into Profits • Using the internet to make a difference • Search Accountants

  31. 7 Killer Ideas on Turning these ideas into Profits • How to select and deliver niche services • Look at Growth of an industry against the chances of winning clients in that industry • Being selective about your clients

  32. 7 Killer Ideas on Turning these ideas into Profits • Redesigning existing services for higher profits • Think outsourcing

  33. Resourcing • Who has the time to do all this ? • Whose time is better spent fee earning ? • 99.9 % of firms grow over 40% per annum with MARKETING CO-ORDINATORS • Implement the plan • Passive vs. Active marketing • Do-ers !!! • JUST DO IT

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