car insurance costco
When it comes to selling things, the human tendency to package can make life easier. When you're marketing yourself and trying to enter new clients, you'll want to make the most of the aspects of human psychology. Service package together and suddenly a new client will generate much business as two or three clients in the past.
When it comes to buying things, the packages are attractive because they seem to simplify the client's life. If an insurance company offered me a package on car insurance, home insurance owner, and life insurance, suddenly I have many decisions to make less-and I have to deal with three different insurance agents. You could save some money, but even if I do, I save the aggravation and time, and most people value time as much as their money. Costco or BJ's Club are good examples of packaging in the retail world, and the number of people who go to these giant stores indicate the popularity of the packaging. Fast food places have the value of the food, which is a packaged sandwich, fries and a drink.
What is also important is to offer different packages, ie to give customers choices. When I started out slowly I was offered services to standard rates. Then I realized that customers working in a different way. Many people, such as options. They do not like being "forced" to take something that does not suit them. They want the option of small, medium and large. Going to the example which resulted in the restaurant, which has a value of meals small, medium or large.
"Small, medium or large" just does not work for services accounting. The principle we use to distinguish between levels of service are as follows: the most accessibility to me and my team a package offers the customer the most fees. Thus, while the custom can adapt the package of services to meet your needs, however, that services are often based on the packaging.
In addition to packaging its services, you should consider cross-selling. Many years ago I learned while attending a seminar by the legendary trader who is Jay Abrahams 3 ways to grow your practice:
1) Increase the number of new customers
2) Increasing the fees paid by each client
3) Increasing the frequency purchase or sale of services to the same customer more
Cross selling is the way the doctor of CPA increases the frequency of purchase.
When you have a relationship with the client, you can offer other services that help customers. How does one find the services your customers need? Not simplify in excess, but really, the best way to find out is to ask. We recently conducted a survey and we called most of my business clients to ask how We were scoring and what else would I do that might help. It really is very instructive to understand the customer perspective on things. Also I discovered that this is one of the best ways to discover other services that should provide.
Here is a partial list of extra services:
• Financial planning and services for wealth management
• QuickBooks Consulting – Outsourcing (A couple of years, We have packaged our QuickBooks consulting services either as a package of 10 hours or 20 hours package, for use in one year.)
• Protection Audit
• Business Consulting
• The business valuation services
• Payroll services
• Comptroller Services
Using this list as a starting point, talk to your customers and know what they need services you can offer. Specialize in what your customers want to target, and is almost certain that the growth of your practice.
About the Author: Article Source: ArticlesBase.com – Good Things Come In Packages: How To Leverage Package Deals And Cross Sell Services To Grow Your CPA Practice
Salim Omar,
The CPA Marketing Genius,
is a practicing CPA and founder of the Genius Marketing System, the proven step-by-step system that shows you how to attract more clients to your CPA practice and increase your income without working more. To receive your
FREE Audio CD
titled “12 Marketing Secrets – How To Attract Quality Clients”, visit
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