Marketing vs. Sales: Where Accountants Go Wrong w/ Kenny Harper

In this episode of Building the Premier Accounting Firm, Kenny Harper of Growth Amplifiers joins Roger Knecht to discuss the nuances of marketing and sales, emphasizing the importance of niching, understanding the customer journey, and sharing value to attract and retain ideal clients for accounting, bookkeeping, and tax businesses. Kenny shares actionable strategies to amplify your firm’s reach and impact.

Key Takeaways:

• Understand the distinction between marketing (attracting ideal clients) and sales (helping clients achieve their goals).

• Share the full range of your services with clients; don’t assume they know what you offer.

• Niche your marketing to resonate with specific industries or client types for better engagement.

• Focus on building relationships and guiding clients through a journey, rather than pushing for a quick sale.

• Seek fresh perspectives to identify blind spots and optimize your marketing and sales efforts.

Featured Quotes:

• “Clients don’t know what they don’t know.” - Roger Knecht [09:46]

• “Sales is simply just helping people get that value.” - Kenny Harper [14:23]

• “You don’t have to niche your whole business, but you should consider niching your marketing.” - Kenny Harper [26:05]

Behind the Story:

Kenny Harper’s path from recording bands to optimizing marketing strategies for business advisors offers a unique perspective on growth. His early struggles in the music industry taught him the importance of the business side of passion, shaping his approach to helping others amplify their impact. 

Thank you for joining us for this enlightening episode of Building the Premier Accounting Firm with Roger Knecht. For additional help and resources for improving your marketing, sales, and ability to build relationships at your accounting firm, call 435-344-2060 to connect with Universal Accounting’s team.

 

Sponsors:

Universal Accounting Center

• Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.

 

Offers:

The Advisors Playbook - Learn how to attract and enrol more ideal customers: https://growthamplifiers.com/amplify/

 

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Remember this, Accounting Success IS Universal.

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For more information on how you can apply these principles to start and build your accounting, bookkeeping & tax business please visit us at www.universalaccountingschool.com or call us at 8012653777