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By Sally Glick -Good Reading!
We are in interesting times. As our clients’ trusted advisors, we are now in the role of helping them gain some confidence and find innovative solutions to deal with their unprecedented challenges. The best marketing tool we have is, as always, our reputation for excellent client service. Most CPAs agree that ours is a relationship profession and that the better and more effective our relationships are, the greater our success and most importantly, the greater our clients’ success.
With that in mind, I have recently read, “Trust Based Selling” on building long term relationships. Authored by Charles H. Green, I think you will find it full of important insights. In one section he quotes a colleague who gets referrals constantly without asking. Her secret? She cares more about meeting her clients’ needs than she does about what she will get out of it.
We are all looking for ways to determine the return for our marketing investment. Well, it is clear that sincere concern about doing the ‘right thing’ really pays off in a measureable way!
- 1068 reads
Gail Perry, CPA
Thanks, and free book offer
Sally,
Thanks for the kind words in that review.
Many of your readers may know me better as co-author, with David Maister, of The Trusted Advisor.
At this (economic) moment, it may be that Trust-based Selling is the more useful of the two books.
I'd like to do something to help out your readership, so let me make this offer (assuming it is permissible to this organization to do so):
I'll send a free (signed) copy of Trust-based Selling to the first five people who email me asking for it, and who mention your blog. I can be reached at:
cgreen (at) trustedadvisor (dot) com
Thanks again.
Charles H. Green