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Would you like to build your client base?

If you'd like to have more clients and make more money, then please take the time to read this report. 

My name is Michelle Burke. I am the president of ClientSource. Since 1987, We have helped 3,714 accountants not only survive in this business… but make more money than they ever have in their careers! 

People, just like you, who’ve read this report, and have since changed their income (and their lives) in many profound ways! But before we get started, I’d like to ask you a question: Have you ever said this to yourself or spouse…

I’m Really Good!  If I Could Only Get More Clients, I Would Be Fine!

You know what? I understand exactly how frustrating it is to feel this way. But you know what…

Even the best tax and accounting professional in the world will go broke without a steady stream of new clients!

I know this shouldn’t be true, but it is. The fact is, being a successful accountant today has more to do with marketing and sales than it has to do with providing good tax and accounting advice.

You can fight this and go broke. I’ve seen it happen to literally hundreds of accountants though out the years. Accountants who thought they were so good that they’d always have a ton of steady clients. They thought that their service would sell itself…

And they were wrong! DEAD WRONG!

I know this probably bothers you. After all you’re an accounting professional. You’ve spent years acquiring skills and knowledge to help clients reduce tax liability, comply with governmental regulations, and gain control over their personal and business finances.

Before I discuss what we do, and how our updated version of the New Client Acquisition Program (NCAP) will help you generate a minimum of 50% return on your investment… I’d like to ask you a question about the competitive environment you and I are forced to deal with:

A couple of months ago, one of my best clients, Mathew Gibbs, from Gibbs & Walker CPAs, lost his biggest client (who also happened to be the most fun to work with) to American Express Financial Services. Gibbs & Walker appeared to do nothing wrong. In fact, they treated this client with exceptional service… just like royalty. Evidently, this client left because they wanted to work only with one firm that provided for all of their financial needs.

Companies like American Express, Century Business Services, and H&R Block have staggering amounts of financial backing while offering a broad range of services like stock brokerage, insurance, financial planning, estate planning, accounting, tax preparation, and just about anything else you can think of! How can you possibly compete with that?

These big firms are aggressively going after our small business clients. They are spending a tremendous amount of money on their marketing, advertising, and sales efforts. If you haven’t had the "Strong Hand" of these big firms snatch away any of your clients, then consider yourself lucky. Be careful though, because these firms are out there and they are looking for your best clients.

If that’s not frustrating enough, we are also being attacked from another direction! The once-abundant monthly write-up clients are moving to a low cost and easy-to-use accounting software like QuickBooks, TurboTax, Peachtree, and OneWrite Plus. These programs have resulted in a 63% plummet in demand for monthly write-up work in the past 10 years! This means a firm with 60 write-up clients in 1990, now has 22.

On one side, big firms offering a wide range of services are going after our best clients. On the other side, many business owners are opting for less service by using easy-to-use software on their own. These two powerful trends are squeezing life (and profits) out of small accounting firms like a huge vice.

Because of the difficulty and expense in finding new ones, we can’t afford to lose any clients. These days, a lost client is often matched with thousands of dollars in lost revenue. Many firms are feeling this squeeze. And more and more seasoned CPAs are shutting their doors and going to work for someone else.

If you decide to fight back, I must warn you how difficult it is to effectively market your services. To do it right, marketing requires a large portion of your time, focus, and money. But is marketing the most effective use of your non-billable time?

If you’re one of those rare accountants who really enjoys marketing, then you probably don’t need our service. 

But if the thought of spending countless hours hiring, training, managing, and even (heaven forbid) firing a telemarketer… don’t forget designing effective call scripts and letters then hiring, training, and managing extra staff to print, stuff, and stamp mailings… If all this doesn’t turn you on, then we have the perfect program for you!

Our New Client Acquisition Program (NCAP) takes the pain out of building your practice by doing all the dirty work for you. We’ve customized a guaranteed (and proven effective) direct marketing program specifically for you. We do the jobs you and your staff hates to do (jobs like telemarketing, mailing, and scheduling). We give you a consistent marketing program that’s guaranteed to bring you new clients with less hassle, time, and money.

The More You Make - The More You Make!

It’s the tried and true law of sales success. The more prospecting effort you make - the more appointments you make - the more money you make. The only problem is, everyone I know hates prospecting.

So you begrudgingly struggle with marketing your services, and spend a lot of time and money on lists, mailings, seminars, and consultants. What do you have to show for it?

How Would It Feel To Have An Endless Stream Of New Clients?

Wouldn’t your life be fantastic if you could meet with an endless stream of qualified, interested, and motivated clients? Picture (in your mind) the peaceful calm you’d feel meeting with prospects that want you to help them… prospects who will BUY YOUR SERVICES.

Imagine the security and marvelous feeling stemming from a consistent flow of prospects and clients! The days of cold calling (or otherwise pestering and begging people to listen to you) are gone.

We want you to feel the confidence we’ve helped others to realize from growing success. We want to help you ascend to the point in your career where you have so much business, and so much money coming in, that you could TRULY care less if people hire you or not… You have so many appointments booked every week that you KNOW you'll get enough profitable clients, regardless of whether one person decides to work with you or not. And people will hire you just because of the prosperous energy that radiates from you!

How To Build A Strong, 
Year-Round Practice

Year-round business clients increase billable hours because business clients need so much more than just year-end tax filing. For example, business owners often need help with installing and maintaining their accounting software system(s)… or creating loan packages… or proactive tax planning… or payroll services… or financial planning… or exit planning… or creating internal control systems… or performing ratio analysis… or budgeting and forecasting… or managing cash flows. They may need you to work with them more often as a part-time controller. Most of this work can be done "off season." Off-season work, as we know, limits large fluctuations in your cash flow.

Even if a business owner initially only wants you to prepare their year-end tax work, they will eventually need your other services. The important thing is to develop relationships with business owners in your area. Business clients will help you grow your practice and stabilize your workload.

What’s even better is that your referral business will increase as you bring on new clients. You are far more likely to get a referral from a client in their first few months. Since you provide great service, they will likely talk about you to their friends. Their friends will hear how great you are, and if they aren’t completely happy with their accountant, they’ll likely switch to you.

One Size Does NOT Fit All:

Choose The Right Program For Your Firm

You choose the size of the businesses you meet with. If you have a small accounting firm and you do not conduct audits for your clients, then we recommend the Standard Client Acquisition Program. The Standard NCAP program targets small businesses with less than 20 employees and it’s ideal for firms that concentrate on tax and write-up work.

If you’re a partner in a larger CPA firm, then the Professional Client Acquisition Program is right for you. The Professional Program targets businesses with 5 to 50 employees. This program is only available to CPA firms that provide audit services as well as a broad range of accounting and financial services.

Meeting with businesses of the size your firm is best suited to handle, allows you to sell to a higher percentage of them and eliminates wasted time and money spent chasing businesses that your firm can’t handle efficiently.

Only Meet With Prospects Genuinely
Interested In Your Services

Through the years of calling businesses, we have found that 97% of all business owners are satisfied with their accountant. Persuading these business owners to switch accountants is virtually impossible. We spend our time and efforts searching out the remaining 3% who are dissatisfied with their current accounting situation. Since our staff searches, and doesn’t sell, you’re assured to meet with prospects that have a genuine interest in your services.

We qualify your prospects to determine if they need additional accounting services, if they can afford your services, and if they want additional accounting help. This makes your selling job easier and more enjoyable. This saves your time by eliminating uninterested decision makers. And that dramatically increases your chances of turning your prospect into a long-term client.

Do you remember the last time you met with a business owner who was truly interested in your services? Enjoyable, wasn’t it? Did they become your client? It’s my guess they did. Our NCAP program provides you with more opportunities to meet with those interested business owners.

Make Your Prospects Want
Your Services Even More

Immediately after we set an appointment for you, we send a customized, personalized, and hand-signed first-class letter confirming the appointment, increasing your prospect’s desire for your services. You can also modify our proven introduction letter to meet your specific needs. When it’s finished, your letter will help pre-sell your services by fully describing the benefits you provide and answer potential objections before they arise.

This pre-selling process helps smooth your presentation and you’ll acquire more clients when your prospects are pleasantly pre-disposed to your services.

Know Your Prospect’s
Motivation For Buying

You will know your prospect’s motivation for making the appointment as well as their needs, wants, desires, and fears associated with their business. We uncover these motivators with our copyrighted "Quick Questions" survey. We mail this survey (along with your introduction letter) to your prospect. They then fax it back to our toll-free fax number prior to your appointment.

Knowing these motivators makes it easier to sell your services and dramatically improves your chances of turning your prospects into clients. And acquiring more clients with less of your time, energy, and money is what it’s all about!

Eliminate "Time Wasting" Appointments

We send your prospect your personalized confirmation letter the same day we set the appointment. We call your prospect again to confirm their interest 24 hours before your appointment.

The combination of the letter and the call ensures you the best possible appointment quality. They show your prospect that you have something important for them and that you aren’t going to waste their time. This shows them how serious you really are about your services.

Our appointment confirmation process ensures that your prospect will keep their appointment and be ready for you when you arrive. This saves time by reducing (if not eliminating) the chance of your prospect missing an appointment.

If The Appointment Is Not Qualified,
It’s Free!

In order for an appointment to be considered "qualified" it must be with a business owner or decision maker who is currently dissatisfied with their accounting situation.

We stand behind our work. If, in spite of all of our efforts, you go to an appointment and it turns out that the business owner is happy with his current accounting situation, then it’s not qualified. And you don’t pay for it!

Ensure Your New Client’s Satisfaction

After you have successfully sold your services to a new client, we’ll send them a personalized, hand-signed letter welcoming them to your firm. The letter is designed to allay any possibility of buyer’s remorse and remind them of your value. It will also confirm that you are a consummate professional.

The New Client Welcoming Letter eliminates after-sale trip-ups and ensures smoother transactions. You save time, money, and hassle by reassuring your client that they have made a wise decision.

Frequently Asked Questions

A. You may be concerned about how telemarketing will effect your reputation in the community. And that’s an excellent concern to have.

Our clients have found that no-pressure survey calls actually enhances their reputations. Business owners often tell us that our script and delivery is very professional. But… if you are still concerned, we can call under our name and only introduce you when a business owner is dissatisfied with their current accounting situation.

You’ll also enhance your sterling reputation in your community by using the controlled growth the NCAP program provides. By controlling your growth, you’ll be able to provide the high quality service your clients expect. You can plan for the growth, while creating new systems to service your new clients, and grow your practice without the stress of having more clients than you can handle.

I’ve seen it happen time and time again. An eager accountant buys a relatively large number of clients or they are lucky enough to find a hotshot sales rep, and suddenly they’re under the gun. They find themselves working 16-hour days to keep up with their accounts. They don’t have the time to hire the right person so they settle for the first or second person they interview. With out training them, their new bookkeeper services their clients at a lower skill level and their service suffers. Clients complain and (eventually) find another accountant who will live up to their promises.

Don’t let this happen to you. Getting romanced by the idea of rapid growth is dangerous. Save yourself from stress and a marred reputation. NCAP helps you grow in a steady, controlled, and practical manner.

A. We call roughly 150 established businesses before we find a business owner or decision maker who is considering improving their accounting situation (Imagine if you were still the one doing that!). Since we call so many business owners in your area, we are bound to run into one of your clients. To avoid this from happening, we fax you a copy of the prospecting list and give you the opportunity to delete existing clients from it before we call. This enables you to contact more of your prime prospects and avoids unnecessary contacts.

A. You’ll have total control over scheduling. First you tell us what days and times you can make available for meeting business owners. Like Tuesday mornings and Thursday afternoons. Then each week we fax you a calendar with the times you’re available marked off. That way if you need to make a change, you can.

You can also speed up or slow down whenever you feel like it. For example, you may find some weeks you’d like to meet with 2 or more prospects… while other weeks you don’t have any time at all. That’s OK because you control the throttle of your prospecting efforts.

So How Much Does This
Darned Thing Cost, Anyway?

You’ll be delighted to know that our services, if you decide to avail yourself of them, are offered on the most appealing basis possible. Simply put, we don’t ask for a long-term commitment. I ask you to allow us to develop a client acquisition program that is long-term, endurable, and sustainable. Your only obligation is on a month-to-month basis.

Any month you decide that what we’re doing for you doesn’t have merit… if you decide that it isn’t making you demonstrably more money than it’s costing you… or if you want to stop taking in more clients because you have too many, you can always call me up and say, ‘Michelle, I’m really pleased with your service but I don’t want to go any further’, and we stop. No questions asked! No hard feelings!

Since you are not locked into the program for a long period of time, you may come and go as you please. If you’re too busy, stop for a while. When you’re ready to build your client base again come back on. It’s that simple.

By not requiring a long-term commitment on your part, we’re completely removing your risk.

After reading ten pages of this letter, I’m sure you’re wondering how much this program costs and whether you can afford it. We make this program affordable to everyone by not requiring a large up-front investment. We only ask for a small fee of $195 to install your marketing database and train our team of telemarketers on your specific qualifications.

Then you only pay for the appointment after the appointment. And the price per appointment depends on the size of the business you meet with. If you meet with a very small business with less than $100,000 in revenue, then the price is only $95 per appointment. If you meet with a business with revenues from $100,000 to $299,999, the price is $195. If you meet with a business with revenues from $300,000 to $499,999, the price is $295. And, if you meet with a business that has $500,000 or more in revenue, then the price is $395, per qualified appointment.

At this point you may be wondering…

What’s The Price Difference Between The Standard And The Professional Program?

The price structure is the same. The only difference is that the Professional Program targets larger businesses that subsequently cost a little more.

Besides the appointment fee, the only other cost is for the highly targeted list of names we call on your behalf. You save 40% off the ($.25 per name) retail price because of our substantial volume discounts. You only pay $.15 per name because we pass our discounts directly to you.

The question isn’t whether you can afford the New Client Acquisition Program. The real question is whether you can afford not to take advantage of New Client Acquisition Program. This is what I mean…

The Best Investment You’ll Ever Make!

What’s the most profitable investment you’ll make this year? CDs? If you’ll settle for 5%. Stocks? Bonds? How about Global Mutual Funds? You’ll be lucky to get 15% this year, 25% tops. Real Estate? You must be kidding!

One investment is guaranteed to bring you a 50% return (and even higher) this year and every year hereafter. It’s an investment you know very well. Yes, I’m talking about your accounting practice. You’ve already invested time, money, and hard work in it. Right now, you’re just a few steps away from turning your "chief asset" into a wealth builder. All you need to do is become a member of our consistent, proven, and guaranteed marketing program.

For illustration purposes, let’s look at your most conservative assumptions. Let’s say you go out on an average of only one appointment a week… 52 appointments a year. You’ll end up closing more appointments than 1 out of 4, but let’s use the 25% close ratio as your conservative estimate. Twenty-five percent of 52 is 13… 13 new clients a year. Easy.

Let’s see what these 13 clients do for you… If a new client averages $100 in monthly write-up billing, and $300 in tax work, then those clients are each worth $1,500 a year to you. Your 13 new clients means $19,500 in additional revenue for your $10,140 investment ($195 per appointment X 52 appointments).

The second, third, fourth, and fifth years are even better because you have already covered your client acquisition costs. Even with a 10% attrition rate in 5 years you will have made $79,854 on your $10,140 investment.

Of course, that $80,000 isn’t all your profit. You have variable costs involved in fulfilling those accounts and you know what they are. For example, you may want to hire some additional bookkeeping staff to free up some time… time that you can spend on things you love to do like family, or coaching a soccer team, or taking that much-needed vacation. Certainly, the extra $80,000 will help you do that.

Making nearly $80,000 on a $10,000 investment in 5 years may not seem like a conservative number for a conservative investment… but it is!

We haven’t yet considered account growth, or fee increases, or referrals, or increased word of mouth advertising which are sure to make your numbers even better!

So, if you’re looking for the best investment of the decade, look in the mirror. Then call us so we can help you build the practice of your dreams.

Free Sales Training Home Study Course
($100.00 value)

The course is called The 7 Steps to Effectively Selling Your Accounting Services. And it is a step-by-step program guiding you through every process involved in smoothly selling your accounting services. In each step, you get many practical ideas that you can immediately put to use to make a measurable difference in the number of new clients your bring on.

No matter what level of sales training and experience you have, it’s only the ground floor. This process will catapult your performance and profits through the roof.

You’ll learn how to effectively handle any situation. For example, you’ll know exactly how to respond when your prospective client says…

And many more…

It’s time to get serious about growing your client base. Make a commitment to yourself and make it happen by taking advantage of this program. You receive this 30-page training manual Free of charge when you get started.

Program Summary

We think that it is so important that you get exactly what you expect to get from us. And it is equally important that we give you what you expect… that means value. We are dedicated to your satisfaction (as much as you are dedicated to your clients’ satisfaction). Remember, you are not going to get this kind of marketing quality from anyone else. Here’s what you get…

You get quality, QUALIFED appointments scheduled under your time, ensuring that every one of your appointments meets our strict prerequisite standards. (Please feel free to ask us more about the qualification process when you call).

You get the hand-signed "Introduction To Your Firm Letter" (mailed the same day your appointment is booked).

You get the "Quick Question" survey to help evaluate your qualified prospects before meeting with them, helping you to smooth your selling process and gain longer-lasting clients.

You get a customizable "Confirmation" letter mailed to your prospects after each appointment is set.

You get your customizable "Client Welcoming" letter mailed to your new clients directly after your successful appointments, limiting the dreaded buyers’ guilt syndrome.

You get a highly targeted list of local business owners that meets our specific financial requirements. You can also pre-read it to avoid unnecessary contacts with businesses that already use your services.

You get our 7 Steps To Effectively Selling Your Accounting Services sales training program that will catapult your selling techniques into high gear.

After Reading All That...
It Might Be Too Late!

I’m sure you wouldn’t want to compete for these high quality leads with another accounting firm. So we only offer the NCAP program to one accountant at a time. The zip codes you order are your exclusive territory.

All other accountants will be "locked-out". No one else in your area will be able to market their services as effectively as you. Which means that you will have a leg up on your competition and win many more new clients.

That’s the good side of our exclusive program. The bad side is if you’re too late and someone already has your market area. If someone already has your market area you may need to wait for a very long time before your area becomes available.

Give us a call and check if you’re area is available. If it is, then I encourage you to take advantage of this opportunity to hold a sustainable competitive advantage that helps you build your practice in the most practical, affordable, and effective way possible. But hurry, because areas are filling up fast, and once an area is taken we will not be able to help you.

Let us help you on your journey toward the thriving practice of your dreams. Please call us at (800)404-6584 to see if your area is available. If it is, we’ll help you get started with your Exclusive, Proven and Guaranteed New Client Acquisition Program.

Sincerely,

Michelle Burke
President

P.S. When you think about it, you really have 3 options...

First, you can turn your back on all this valuable information and ignore this proven and affordable way to grow your client base. I don’t think you’ll do this, but it’s an option never the less.

Second, you could procrastinate and put this off… waiting for the timing to be better. If you wait, the timing may improve, but you run the risk of being "locked out" of the program. Plus if you wait you’ll miss out on our outstanding sales training program.

Third, your best option is to act now. Call us at 1-800-404-6584 and we’ll set your future rolling right now.

 
P.P.S. If any of this makes even the slightest bit of sense to you and you are serious about growing your accounting firm, having fun, and helping people, then why not explore this a little further? Just the fact that you’ve read this report means that you don’t want to only be a survivor… but you want to win, and win big!

If you are skeptical, give us a call anyway! The call is free and who knows, you might like what you find out. If not, all you have spent is a little time checking this out further.

Copyright 2009 by ClientSource, Inc.
All rights reserved