The W-I-N Model is all about you developing your practice the way you want to develop it. There is no right and wrong in building the practice you want but however you chose to do so there are three pillars that you will always need to deploy or at least consider.
W – Winning New Clients
I – Increasing the average spend of your existing clients
N – Nurturing client relationships so that your never lose your best clients
In this 3 part series we will start by looking at W
Virtually all accountancy firms want to win high quality new clients – yes?
If you are serious about wanting to transition your practice and your client base into more of a mixed advisory/compliance practice and client base then start with how you position yourself from the first time you meet with a potential new client.
Most firms offer free prospecting meetings or an initial free consultation. There is little differentiation in offering what most firms offer!
A highly successful way of winning new clients is to offer an initial meeting where you will guide them through a short review of their priorities before providing them with a free report at the end of the meeting. And tell them that they will find out if you are the kind of firm they are looking for and you will find out if they are a good fit for you.
The Personal Prospector™ and Business Prospector™ Apps within the Complete Advisory Solution are worth looking at to do just this.
Prospect meetings that focus on prospective clients’ goals, issues, opportunities and priorities and provide real value to the prospect with a free and immediate tangible output in the form of a report will massively differentiate you from “most accountants” and enable you to put down a marker that an advisory led approach is how you work with clients.
And from your internal perspective you also have a replicable and repeatable process that you can easily teach other team members to use, maintain quality control, and measure.
In Part 2 we will look at Increasing the average spend of existing clients.
