10 Signs Your Clients Might be Cheating on You

Here are some warning signs that your accounting and tax clients might be having a fling with other accountants, and some ideas for getting a bigger share of client business—and trust. Thanks to Wendy Nemitz, founding principal of Ingenuity Marketing Group, for providing these telltale signals of a wandering eye.

1. You’re Not on Their Speed Dial 1. You’re Not on Their Speed Dial

Preferred advisors are available at a moment’s notice for their clients. Do your clients have you on speed dial? If not, don’t expect devotion from them.

Photo from Shutterstock

2. They Can’t Remember Your Name 2. They Can’t Remember Your Name

Your firm name should be simple and visible. Your marketing messages should be differentiated from competitors and consistent whenever staff communicates with clients and prospects.

Photo from Shutterstock

3. They Talk a Lot about Size 3. They Talk a Lot about Size

Never say you’re “really busy.” Clients expect you to have the size and resources to serve them whenever they need.

Photo from Shutterstock

4. They Make Excuses for Not Meeting with You 4. They Make Excuses for Not Meeting with You

If clients don’t meet with you, they don’t recognize the value. Schedule regular check-in meetings with your clients and always have new ideas ready to share.

Photo from Shutterstock

5. Your Relationship Lacks Passion 5. Your Relationship Lacks Passion

The future should feel exciting—or at least anticipated—with your firm. Express your willingness to go above and beyond for clients in your attitude, attention to detail, little gifts and acts of service.

Photo from Shutterstock

6. They Avoid Looking You in the Eye 6. They Avoid Looking You in the Eye

If clients seem distracted by their phones, computers or people across the restaurant, you’re talking too much. Get them to talk. Spend your time listening carefully for ways to help.

Photo from Shutterstock

7. The Room Goes Silent When You Walk In 7. The Room Goes Silent When You Walk In

If you think clients are hiding something, it could be a trust issue — leading them to another firm. Set up a meeting to survey them on various improvements to the engagement—from timeliness to team members to communication preferences. The meeting might also reveal an internal financial problem that your attentiveness solves before it’s too late.

Photo from Shutterstock

8. They Only See You in One Dimension 8. They Only See You in One Dimension

A powerful niche is great, but team members should feel comfortable suggesting other services to clients and recommending team members across firm disciplines. Your Web site, marketing and social media should clearly and regularly promote the full gamut of your firm.

Photo from Shutterstock

9. They Find More Fault than Normal with You 9. They Find More Fault than Normal with You

A sudden change of attitude from clients is dangerous. Display openness to criticism by thanking clients for negative feedback. Ask how you can make the situation right. Firms that fix mistakes quickly will often retain clients.

Photo from Shutterstock

10. They are Overly Complimentary 10. They are Overly Complimentary

Ask clients to specify what you do well, then guide the conversation toward improvements or additional services you can provide to wow them even more. Client retention rises significantly when they use multiple services and see you as their hero.

Photo from Shutterstock



Top Tax Issues for 2016

11 things you and your clients will want to start thinking about for next tax season

View the slideshow >>


10 Great Trends for CPAs

MACPA members predict future growth areas

View the slideshow >>


Tax Alpha: The Divorce Checklist

9 steps to take before and after a divorce, from the experts at HD Vest

View the slideshow >>


IRS Summertime Tax Tips

The Internal Revenue Service regularly provides tax tips via email to provide timely reminders to taxpayers and preparers about tax breaks and requirements year-round, and its advice can be particularly helpful this summer.

View the slideshow >>


Tax Season by the Numbers

Returns stats, ACA results and more from the 2015 filing season

View the slideshow >>


Tax Alpha: The Marriage Checklist

The experts at HD Vest lay out the financial details that every couple should take care of before the big day.

View the slideshow >>


Accounting TV Shows We’d Like to See

Over the years there has been no lack of TV series about the legal and medical professions, but for some reason the accounting profession has received relatively little attention. It's time that changed and we have a few suggestions.

View the slideshow >>


2015 Summer Reading for Accountants

Short, useful reads for the profession

View the slideshow >>


Accountants Getting Social

A slideshow of innovative social media from the accounting profession

View the slideshow >>


Trading Cards: The Accountants Set

Accountants from all walks of life are now on trading cards.

View the slideshow >>



Advertisement

Advertisement

Advertisement

Advertisement