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Handles to Your Success

20 Apr, 2020 by David Seamans

Business coaches, accountants and bookkeepers who want to be successful know and understand their eight key areas:

  1. the revenue they want to generate in the first, second, third, fourth and fifth years.

  2. how many clients it takes to generate this income by client segment

  3. know your numbers.

  4. use many marketing methods to augment Elements

  5. select a territory and work it hard

  6. track and tweak

  7. get support from other Elements advisors

  8. maintain focus on marketing

  9. Know the revenue you want to generate. Plan what you want as you will be able to motivate yourself and develop habits to achieve your goals. "Business do not plan to fail; they fail to plan."

  10. Know how many clients you have to have at different stages. You will have clients at Growth, Focus and Rhythm - stages that you charge more for. You may provide basic bookkeeping, payroll, debt collection services along with Elements. You have to work out how many clients you have in each area over a twelve month time frame. Once you know, you will determine future activities and improve your market strategies.

  11. Know your numbers. Know your sales. Know your conversion rate from leads to sales. Know your conversion from a strategy to a lead. Never have more than five strategies operating at one time but tweak. The goal is always to have enough sales happening.

  12. Use many marketing methods all centred around Elements. There will be some marketing methods or styles that work better for you but refer to Elements. You will find Elements exciting and fun and in turn, your clients will find Elements fun and exciting.

  13. Select a territory. This could be a geographical area, a sociological strata, an industry. Make it yours. Own it. Knock back every thing else. Attend everything related to your topic. Join every organisation in your territory. You will be the one and only business coach, accountant or bookkeeper that most, not all, will come to. Your profile and your expertise will drive most new entrants to you. And isn't that what you want to be "the first point of contact"?

  14. Track and tweak. Test and measure. Make use of technology to make your life easy. When a new lead comes in, make sure you trap information about the source and the type of lead. When you average sale increases, make sure you know how it happened. And when clients come to you more often, figure out why they are doing it.

  15. Get support from other Elements advisors. Different people see things differently. Different people use tools differently. Different people have different ideas. Different people are doing different things. Join the Advisors groups - ask and contribute. Read the material generated and on-offer. Use Elements in your own business. Volunteer to test out Element releases before they hit the marketplace.

  16. Focus on marketing. Love what you do. By solving other peoples' problems, you are marketing yourself. If you do what you enjoy, you will not call it "work". It is just getting out there and letting people know that you can help them.

David Seamans

Co-Founder at Elements, Retired CPA and Company Coach with 35 years of experience building better businesses.