Does this sound like a goal that’s too good to be true? It’s not, and you can make it part of your selling strategy. By learning the components of effective networking you can never make a cold call again. You also decrease the time it takes to close deals. The research on networking says that each person is connected through family, business or hobbies to a network of 250 people. Building your network should be your first priority, and here’s how to work the net.Where do I go? Networking opportunities abound. Begin with your neighbors and friends.

Bookkeepers who want to beef up their resume with certification can stop searching for the vehicle to do it. Sylvan Prometric, the global leader in computer-based testing, has teamed with The American Institute of Professional Bookkeepers (AIPB) to offer the first test that offers certification for bookkeepers.The test, dubbed the Certified Bookkeeper (CB) Examination, tests accounting, tax and payroll skills.

For years, CPAs in public accounting have relied on third-party organizations for their newsletters, and in many cases, this arrangement works quite well. The result is a combination of stock stories mixed with some personalization, sent to a firm's clients as part of the overall marketing plan.Those who prefer to do things on their own may find that creating their own newsletter requires a bit more than spit and polish.

Did you know that Albert Einstein had a theory on selling? He said, “Doing things the same way you always have and expecting the results to be different is insanity.” He may not have realized it at the time, but what better theory to apply to selling? Selling is complex and we face many challenges. We think that doing what we’ve always done is a strategy for success. Yet the choices we make are critical to our success. As your upcoming new year unfolds, what are you planning to do? Is it more insanity or getting different results?Doing it. What do you want to do different?

Now that you know where you are and where you want to go. Let’s create the map to get you there!Research, Research, ResearchResearch is never the most fun, but it’s very important to the success of your marketing plan. Once you have your targets on paper, you can focus your research to find out if another firm is already the market leader in that arena. You may decide that you would rather tackle another area where local competitors don’t already have such a strong foothold. You also need to understand your target. What do they want? What do they value?

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Cars are leased, and in many cases, makes more sense than purchasing, so why not lease other items too—like furniture? There are inherent advantages in renting furniture versus buying it, and in the world of accounting, it very much may make sense to consider the rental alternative.Many practices are seasonal in nature—and the arrival of tax season often brings temporary staff. As a result, renting office furniture enables a practice to preserve capital by minimizing upfront expenses.

Does your firm have a marketing plan? Do you know where it is? If your firm's marketing plan is sitting on a shelf, if you aren't getting the new business results you want, if you have a plan and don't know what to do with it - read on. A well-developed marketing plan can put you on the road to results.Like any other good instruction manual, we must start at the beginning. Let's get rid of any misconceptions you may have. What A Marketing Plan IsA well-defined marketing plan is your firm's road map to results.

When you hear the expression value added do you conjure up foggy images of something good, but a concept that is not quite specific? This article will cut through the fog of value added jargon. Here are specific ideas of what value added selling can do to increase your business.What is it? The definition of value added that fuels our selling creativity comes from the experience of an executive who visited Epcot Center. He went to learn about customer satisfaction. He always believed that customers should be given more than they expect, but he had a fuzzy notion of what that was.