Look, I love developing new business and I have proven to be quite proficient at it. What I have discovered is that I drop more opportunities, fail to explore and nurture them and those that I do get to, I am a great closer! But I am not a great sales professional. That tells me that our partners still have to close the deal, but we do not need them selling. Our Technical Director, Steven Elliott, came on board and was so relieved to not have a quota, it stressed him to no end. He came to me recently, so happy that he had a $10,000 engagement he had won. The pressure came off, he went out and did what he is best at, focused in his strengths, great things happen. Just ask him!
If you want to have a successful business (or CPA Firm), get sales pros, get marketing pros. Do what they tell you! What happened when we did that? Organic growth of 36% year two, 48% year three and year four is taking off like a rocket.
I had a CEO of a national CPA firm tell me that this DOES NOT WORK. Yes. He did. They stopped doing it years ago and will never do it again. Sweet! Greener pasture for our team at MRZ! If you have previously tried and failed, could it be possible you did it "your way" and not the best practices of a sales team? Did you look at other CPA firms (wrong!). Yes, we CPAs think we know it all and think we know how to sell.
We don't. And shouldn't. It applies to your business, use tried and true sales processes and accountability. It works every single time. Even for CPAs.
Part III coming next! CPAs Don't Understand Marketing!
Wesley Middleton is the managing partner at MRZ LLP, a Houston, Texas-based accounting firm voted Best Place to Work by the Houston Business Journal. Wesley is the author of Violent Leadership (Forbes Books, 2017) and is represented by PumpJack Speakers Bureau. To book Wesley for your event, email Wesley.Middleton@PumpJack.me or click here.