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Marketing To Accounting Clients And Meeting Their Needs, And Yours.

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In one of her weekly email newsletters, Marcia Yudkin talks about how some years ago when she moved to a new community, she picked a dentist from her health plan’s list because she didn’t have her own referral network yet.

She says she was surprised when the dentist himself cleaned her teeth.

“I used to have a conventional office with assistants,” he said when she asked. “I didn’t like not getting to know the patients I was treating. It was alienating. And this way, I do better work. I get to know your teeth well by cleaning them.”

Professionals wo break the mold and establish a practice that suits them are eventually happier and more secure.

Marcia’s accountant prepares taxes only when the client is sitting in the office with her because, like the dentist, the usual way of working with drop off data that is becoming so popular in the profession doesn’t satisfy them and keep them motivated.

If you do create an unconventional practice, explain clearly to new clients how you work, your reasons and the benefits to them. Marcia’s worries about why the dentist was cleaning her teeth fell away when he gave an explaination.

“Some clients couldn’t adapt to my new way of doing things,” my accountant said. “I wanted to understand their situation and be able to discuss options for the future. When they didn’t see the value of planning, they found someone else, and that’s fine.”

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