Client retention

Attracting new clients is vital for growth, but retention is even more important.

If you find yourself talking for more than 10 consecutive seconds during a client meeting, stop and ask the client an open-ended question, and give them ample time to respond.

It’s a cultural issue, largely, but it doesn’t have to stay that way.

As the trusted advisor, you need to assume the role of the point person, or integrator.

Next time you meet with a client, instead of just making small talk or asking, “How’s the family doing?” take it a step further.

I always prepare for client meetings. Sometimes I overprepare because I don’t want to be unprepared and also because I want to control the pace, direction and timing of the meeting.

Accountants should be ‘ladies and gentlemen serving ladies and gentlemen.’

A college student client may not initially provide a lot of income for the firm, but with the right guidance, there could be a big return on investment.

Accountants also report relatively low churn among their client base.

How much money will you leave on the table this busy season?