You create more value for the customers you know better
Entrepreneurs are looking for an accountant they can trust, who they find competent and who is close by. Proximity also in a figurative sense: someone who speaks their language, knows their business and their concerns.
The better you are aware of the ins and outs of the client, the better you can tailor your advice to the needs of that client. That increases the value of your advice.
The better you know your clients, the more pro-active you can be. Clients appreciate that enormously!
- Know your client's medium- and long-term goals, so you can better prepare them for a healthy financial future.
- Know your client's jargon, so you can be sure you understand her or him.
- Make sure your client understands your advice as well (which means that you need to understand your client's knowledge of finance).
You are more productive for the customers you know better
You can work in a more focused way for clients you know better. And it gets even better when your customer base consists of several clients from the same sectors. You can then better align the processes within your office with those sectors.
- Stay up to date with the developments in your clients' sectors.
- Actively look for new clients in those sectors.
- Specialize in certain sectors.
- Don't have time to get to know all your clients well yet? Apply the 80/20 rule: 20% of your clients account for 80% of your turnover. Get to know those 20% customers extra well!
Your work becomes more fun when you get to know your customers better
If you know your clients better, you'll be more involved with them. And more involvement ensures more fun in your work!
Of course, you are also obliged to know your customers
Under the Anti-Money Laundering Act, you are obliged to know your customers. Our software helps your office to comply with this obligation. This form of 'Know your client' is not the subject of this article.
How do you get to know your clients better?
- Visit their company.
- For those who are in a BNI chapter: do a 1 on 1
- Ask specific questions, including what they expect from you.
- Use social media: not only to post yourself, but also to follow your customers, so that you are aware of what they are doing! Don't forget Instagram!
- Track your customers and prospects with a CRM system like AdminPulse. This way, you can also easily share your knowledge with your employees and read back all invoices before contacting the customer.
Want to read more?
Would you like to know more about how you can follow up your customers in AdminPulse? Start here!