∗ Selling techniques for the nonsalesperson
∗ Product and service presentations and techniques, with scripts
∗ How to assess the leading commercial computer hardware and software––with advice on selecting just the right equipment
∗ Structuring a formal Prospective Accounting Client Evaluation (PACE)
∗ Tips on using the Internet as well as innovative business software
The book also provides such success essentials as action plans critical for the first year of a new business or for expanding a business and useful fingertip resources such as directories of suppliers (with Web site addresses). For the accountant interested in striking out on his own or the entrepreneur interested in expanding her business and garnering greater profits, Starting and Building Your Own Accounting Business is the first step to making it happen.
Structuring Your Accounting Business.
Choosing a Location.
Accounting Office Logistics.
Charting Your Course: The Business Plan.
Niche Market Resources.
Developing the Marketing Plan.
Prospecting Means Business.
Selling Skills for Accounting Professionals.
Client Personality Styles.
Selling According to Personality Type.
Making Effective Sales Calls.
Basic Business Services.
Consulting, Partnering, and the Internet.
Pricing, Cash Flow, Practice Development, and Management.
About the Author.