If I asked you to tell me stories of how you’ve helped clients, you’ll have somewhere between 3 and 300 examples to share with me.
They will be tales of when you kept the wolves from the client’s door, or made a significant tax saving for them which allowed them to reinvest in the business or about ensuring a client’s eventual successful exit from their business.
I will not be able to find these stories in your external communications, internal communications, your website, or your social media.
Therefore, business owners never become educated on what makes you such a fantastic firm to work with and often a preferred alternative to whoever their current accountants are.
As a result, you remain a deadline chaser, taking whatever work comes in, experience price sensitivity, overwork and ultimately, imposter syndrome. All because you don’t publicise the proof of how good you and your firm really are.
Here’s just one story:
“We obtained couple of new clients recently who came from much smaller firms where the level of service, sophistication and expertise wasn’t there.
For one of the new clients, a manufacturing client, we applied the research experimentation credits and got them back hundreds of thousands in hard cash.
We adjusted the usual tax plan that they had been receiving before. For this one client, this region was really underserved and as a result we had big period of adjustments but helped them clean up their books and train their staff so they’re getting better and quicker internal results.
So, we’ve empowered the staff, so they’re now smarter, quicker, faster and better. We have either saved or reclaimed hundreds of thousands of dollars of opportunity. With that reclaimed resource, they have been able to reinvest back into the company. We stress that we want to work with the client to make their business better and we want to be more of a business partner rather than a compliance shop. We differentiate by saying, ‘we are the firm who saves…’”
So, go find those stories of yours.
Type them out, record and transcribe, build the file. Then choose the best and publish them in the appropriate places.
Imposter syndrome will magically disappear as you do so.
To your success
Martin Bissett
