In this episode of Building the Premier Accounting Firm, host Roger Knecht is joined by Chantal Cornelius, founder of Apple Tree Marketing, to explore the critical role of emotional connections in client relationships within the accounting industry. Chantal emphasizes that the success of accounting firms hinges on building trust and personal connections with clients, which goes beyond the typical scope of social media content.

Key Discussion Points

• Emotional Decision-Making: 95% of buying decisions are emotionally driven, Chantal says. She introduces strategies to create empathy-driven relationships with clients, stressing that accounting services, unlike products, require deep trust in accuracy and strategic advice.

• Challenges of Commoditization: The episode discusses the risk of commoditizing accounting services and the importance of differentiating through trust and personal connections.

Chantal’s Stand Out Strategies for Differentiating Accounting Firms:

1. Connection: Engage clients through networking and sharing valuable resources.

2. Contribution: Involve clients in charitable initiatives to build a sense of community and shared values.

3. Growth: Offer actionable advice that supports clients’ business expansion.

4. Significance: Ensure clients feel valued and heard, reinforcing their importance to the firm.

Practical Tips and Insights

• Building Trust: Personal touches like remembering client birthdays and providing coaching services to address personal challenges.

• Marketing Tactics: While skeptical of social media’s effectiveness in fostering deep relationships, Chantal advocates for referrals, networking, and content marketing, emphasizing the need for clear strategies before implementing tactics.

• Networking Events: Attend events aligned with the ideal client profile and have a clear purpose for all business activities, including podcasting.

Additional Content

• Personal Interests: Chantal shares her passion for skiing and her journey of recovering from back surgery, adding a personal touch to the episode.

• Sales Basics: Understanding the fundamentals of sales and fostering deeper relationships through face-to-face interactions is highlighted.

Thank you for listening to this episode of Building a Premier Accounting Firm. BRAP is a must listen for bookkeeping, accounting, and tax business owners aiming to enhance their client relationships and differentiate their services in a competitive market. Call 435-344-2060 for more information.

 

Sponsors:

Universal Accounting Center

• Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.

 

Offers: Take the Test and get free advice at https://appletreeuk.com/take-the-test/

 

Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable.  These are a must-have addition to every accountant’s library to provide quality CFO & Advisory services as a Profit & Growth Expert today:

• “Red to BLACK in 30 days – A small business accountant’s guide to QUICK turnarounds” – This is a how-to guide on how to turn around a struggling business into a more sustainable model. Each chapter focuses on a crucial aspect of the turnaround process - from cash flow management to strategies for improving revenue. This book will teach you everything you need to become a turnaround expert for small businesses.

• “in the BLACK, nine principles to make your business profitable” – Nine Principles to Make Your Business Profitable – Discover what you need to know to run the premier accounting firm and get paid what you are worth in this book, by the same author as Red to Black – CPA Allen B. Bostrom. Bostrom teaches the three major functions of business (marketing, production and accounting) as well as strategies for maximizing profitability for your clients by creating actionable plans to implement the nine principles.

• “Your Strategic Accountant” - Understand the 3 Core Accounting Services you should offer as you run your business. Help your clients understand which numbers they need to know to make more informed business decisions.

• “Your Profit & Growth Expert” - Your business is an asset. You should know its value and understand how to maximize it. Beginning with the end in mind helps you work ON your business to build a company you can leave so that it can continue to exist in your absence or build wealth as you retire and enjoy the time, freedom, and life you want and deserve.

Learn what it is you can do to become an author, leveraging your expertise to market your services effectively and get the clients you deserve.  This is a webinar you don’t want to miss.  Learn from Mike Capuzzi what a Shook is and how you can use it to position yourself as the Premier Accounting Firm in your area.  This is a must-see presentation so get ready to take some great notes.

 

In addition to becoming an author, see what you can do to follow the Turnkey Business plan for accounting professionals.  After more than 40 years we’ve identified the best practices of successful accountants and this is a presentation we are happy to share.  Check it out and see what you can do to be in business for yourself but not by yourself with Universal Accounting Center.   It’s here you can become a:

 

• Professional Bookkeeper, PB

• Professional Tax Preparer, PTP

• Profit & Growth Expert, PGE

 

Next, join a group of like-minded professionals within the accounting community.  Stay up-to-date on current topics and trends and see what you can do to also give back, participating in relevant conversations as they relate to offering quality accounting services and building your bookkeeping, accounting & tax business.

 

• The Accounting & Bookkeeping Tips Facebook Group

• The Universal Accounting Fanpage

• Topical Newsletters:

• Universal Accounting Success

• The Universal Newsletter

 

Lastly, get your Business Score to see what you can do to work ON your business and have the Premier Accounting Firm. Join over 70,000 business owners and get your score on the 8 Factors That Drive Your Company’s Value.

 

For Additional FREE Resources for accounting professionals check out this collection HERE!

 

Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don’t want to miss.

 

Remember this, Accounting Success IS Universal.

Listen to our next episode and be sure to subscribe.

 

Also, let us know what you think of the podcast and please share any suggestions you may have.  We look forward to your input: Podcast Feedback

 

For more information on how you can apply these principles to start and build your accounting, bookkeeping & tax business please visit us at www.universalaccountingschool.com or call us at 8012653777