HomeTips You Can Use

It Ain’t About How Good You Are. It’s About How Good They Think You Are.

Like Tweet Pin it Share Share Email
Do you think that merely having superior technical accounting skills is all it takes to build a successful practice?

In an european journal on “The Future of Entrepreneurship,” Demetris Vrontis wrote that many professional service firms do not understand the importance of establishing a marketing plan as they often receive orders as a result of referrals based on the quality services provided to their customers.

 

Seems that reputation alone is not enough to communicate all the important messages about professional skills and quality of work.

Vrontis found that with increasing competition from other high quality practitioners, locally, regionally, nationally, or even internationally, firms must now recognize that often professional services and their marketing strategies require an individualized approach by applying traditional marketing with the respective adaptations to this type of services environment.

Vrontis found that other researchers even argued the priority of customer’s orientation, while being a business consumer with specific needs, personalities and motivations. These other authors referred to the importance of internal and external relationships as factors that influence a successful marketing project.

Vrontis’ research disclosed additionally, that it is necessary to realize the importance of the degree of customization, standardization, differentiation, specialization and diversification in professional services and how these strategies bring competitive advantage to the company. Finally, he pointed out that it is essential to analyze marketing practices developed by competitors.

The results indicated that the acquisition of professional services, such as tax preparation services, is not a common practice for many consumers and small to micro business owners.

The acquisition of professional services, such as tax preparation services, is not a common practice for many… Click To Tweet

One obvious gap is the lack of knowledge about the services offered by a professional accountant or tax preparer, namely on the importance of tax, financial and business planning and the perception of an elitist service only accessible to higher income individuals and larger business operations.

In addition, buyers and consumers are not aware of the work that has been developed in order to fill their needs, due to the lack of promotion of the professional firms work in the field. This explains also that the election of a professional is made based on the advice of friends and acquaintances, usually a less than qualified source.

Put another way, the potential customers contact firms through referrals from people who have purchased such services, without regard to the application for their particular situation and needs.

What I learned from Vrontis’s paper is that quality and professionalism can be
an impediment to practice growth when relied upon as the sole attraction. Practitioners need to deliver a message about the needs of their market and about their ability to fill those needs.

Join us here at Practice Builder Publishing and become a part of the community, whether you become a contributing author, a peer recruiter, or merely a raving devotee of the Practice Builder Publishing resources, I'll work with you personally so you can reach the goals you set.

Best to you and yours,

kirks-sig

 

Kirk

P.S. Think I'm full of B.S.? Maybe you ought to let me know what you think. Plop your comments in the section down below the related articles and let me know what you think.!

P.P.S. Got questions about products and services I talk about, the terms of service, privacy nd all that stuff related to Practice Builder Publishing? Click Here to read the fine print.


Join over a half dozen accounting practitioners like yourself that like us on Facebook, plus join over 7 fast growing practitioners by joining our private Practice Builder Publishing Facebook Members Group! (Like those numbers? I just made them up. The group is small, but the advice is huge. Join now, while you can get in for free.)
Share your experiences, and pick our brains.

 

Get Into Tax Representation NOW!

I would love to see you build a great Tax Practice, building a strong client base by helping troubled taxpayers solve their problems with the IRS.

I want you to become a part of the Practice Builder Publishing network, and I want to work with you personally to reach maximum profit potential this year! Nothing I teach or help you with damage your credibility. It will simply get you more clients and help you make more money.

If you stop searching for the next magic trick, the perfect software, the "shiny object" that's going to do all the work for you (note: it doesn't exist)- and just focus on building & serving your market - you'll actually start seeing GREAT results. FAST.

Get started building your practice by learning how actual practitioners build their business marketing tax representation services, and start building it FAST, by clicking on the link below. Click the button below and find out more!



Comments (0)

Leave a Reply

Your email address will not be published. Required fields are marked *