Small Business, Big Numbers
An Accountant's Guide to Landing and Keeping Small Business Clients

Chapter 2: How to Attract and Keep Small Business Clients

As we already established, you know how your services can benefit a client. But how do you communicate those benefits? In a nutshell, you've got to pin down your clients' pain points. For example, is your client most concerned about…

  • Revenue?
  • Complicated tax returns?
  • Future investments?
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Selling your services starts with understanding your clients' pain points.

Understanding where your client is coming from can help you sell your services more effectively from the outset. You'll probably find that for most small-business owners, their business is their passion, but their finances are a pain.

With that in mind, let's look at your small business audience and give you some insight into how to address their needs.

Next: Part 1: What Small Business Clients Want and Why They Leave

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