It’s just too easy to assume that your clients want only what they come to you for, and then, simply, serve them up the usual menu of accounting and tax. The problem is that your best clients likely want so much more than accounting and tax....
It’s just too easy to assume that your clients want only what they come to you for, and then, simply, serve them up the usual menu of accounting and tax.
The problem is that your best clients likely want so much more than accounting and tax. Chances are good they are asking you for more but the questions aren’t getting through to you, because they lack the language to articulate it, or because you’re buried under a pile of compliance and back-office accounting
When you’re in the hole and you want to get out, it makes sense to dig if the tool you have is a shovel. But what you need is a ladder.
And the ladder comes in the form of client interviews.
Client interviews are a key step on the path out of accounting rut. Client interviews are the differentiator that you need, to put your accounting practice on the trajectory of working less, without sacrificing income.
When you ask your clients what they want and then you turn right around and give it to them - it’s one of the most powerful things you can do to transform the quality of the service you provide.
Here are some Don’ts and Do’s when it comes to interviewing your clients:
DON’T follow guidance in Accounting Today that cites: 5 tips that are WAY TOO GENERIC LIKE
That’s all helpful, but it’s also way (waaaaay) too generic.
When my clients interview their clients, what comes out of it are insights wanting very specific things, like:
Here are the dos:
Tip/ how to solve:
These questions will help you understand the problems they have, solutions they are looking for, and the kind of service they want to get. AND THAT could be gold for you.
When you know exactly what your client wants - because you have heard it directly from them, you
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