I’ve lost track of the number of times I’ve come off a call or received an email and commented ‘that’s one of my favourite clients’.
And it’s no accident that we have the best clients.
I used to do it in my first practice too.
At Minerva Accountants we’re very clear on who we enjoy working with and only select clients who are a good fit. That means that we give them a better service so everybody wins.
So I encourage you to:
- Identify your ideal client
- Adapt your marketing as if speaking directly to this client
- Triage your existing clients A-D. My D clients may be your A clients or vice versa but it’s usually based on profitability (not fee), how easy they are to work with, and whether you smile when their number comes up on your phone.
- Ask your best clients for referrals
- Deal with your D clients. They may need a price review or a bit of retraining or it may be that they’d be better suited to another accountant so you need to let them go
- Stop scrabbling around for business at any cost and refer to 1 above when deciding whether to take on a new client.
Don’t settle for what you have, build the business that you first dreamt of.