February 2004a- Each month this page will be updated with new tips and ideas and the previous content archived. As time goes by our archives will grow. These will always be accessible, and always without charge. Enjoy.

Welcome to the free tips page for February 2004

What Is Your Relationship With Your Client Worth?

The 'Marketing-Savvy' accounting firm should always strive for and savor long term relationships with their clients.

They well know the myriad of benefits of long lasting connections and do all in their power to establish and nourish them.

They're well aware that it costs them six times more to sell their services to a prospective client than to sell that same service (or bundle of services) to an existing client.

It's one thing to know the value of a long term relationship. It's something completely different to engage in activities that spawn such delicious connections. The chemistry of a long term relationship is as complex as the chemistry of a long term and happy marriage.

The starting point is commitment to the happiness of someone else. Yes it really is that simple. If your clients are delighted with the work you do for them, then you WILL be rewarded in the form of more work, either directly from them or via referrals.

The next point is a goal not of client satisfaction, because that's relatively simple and common, but of customer bliss -- exceeding the expectations of your clients, giving more than they anticipated, caring more than they're used to accounting firms caring, based on previous experiences elsewhere.

To do this, you've got to learn about them. You learn first by listening to them, then by asking more questions and listening carefully once again. By knowing personal likes and dislikes of your clients, the goals and aspirations for their businesses, their fears, and their concerns, you can render a truly personalized service -- such as clipping articles of interest to special clients (your grade 'A' clients) or recognizing their achievements and the achievements of their families or businesses.

Handwritten notes on mailings make the customers feel singled out. Phone calls that are not part of a telemarketing campaign - nor asking for their missing records to complete their work, or even a cheque - accomplish the same. Using the clients' names, talking with them about non-business topics, alerting them to special new services you have available (and emphasising the benefit that could accrue to them if they proceed) and responding instantly to their calls and emails, faxes and letters -- all those seemingly insignificant actions act as beneficial catalysts in the chemistry of a healthy advisor-cient relationship.

The more details you know of your clients' lives and businesses, the more empowered you are to mention those details, making each client feel unique and special rather than part of a large demographic group.

The 'Marketing-Savvy' have the insight to know that there's an extraordinary chemistry that exists in long term relationships. It doesn't happen automatically. It doesn't happen instantly. But when it does happen, the practitioner is as delighted as their clients. We all know that no two customers are exactly the same and no two customer relationships are exactly the same. Like marriages, all are different and all can be mutually rewarding. But it all starts with providing a level of service beyond comparisom. Everything else flows from there.

Towards Awesome Client Service - Module Three. The Success Story Continues..

After the success of Modules One and Two, we look forward to continuing the journey towards awesome client service with our subscribers, old and new, with the launch of Module Three in September, 2003.

It's packed full with new ideas and approaches to develop closer working relationships with your clients, and a better yield on your investment in your staff and yourself. The price is held at the introductory rate of $249.95 per module (US funds) so join us now, and if you haven't yet signed up for Module One, you can still do so at the introductory rate.

Module Four is released this month, more details will come in next months free tips page.

Find out more at: www.awesomeclientservice.com/details.htm

For those interested in our "Towards Awesome Client Service" program, please click on the logo here:
For those who need a little help in marketing their firm, please feel free to call me direct at:	905-569-2174
If you're ready to get a web site for your firm, go to our web site services page by clicking on the screen shot here:
Or if you simply want to get some great ideas on how to cost effectively market your firm, then check out our eBooks below.

Check out our eBooks:

Our full range of e-books is now available for immediate download. All are now available as "PDF" files AND eBook files - the choice is yours, or download both versions (no extra cost) to see which format you prefer!

Including:

For more details, see our products page

So, that's all for now, if you need more, sign up for our free e-newsletter, LEDGER, on our newsletter sign-up page, or look at our best-selling manual LOW COST HIGH IMPACT WAYS TO WIN NEW CLIENTS.

Thanks for visiting.
Have a great month.
Until next time.

More free tips to come as we next update our site in March 2004.