Cold Called by a CPA Firm

An interesting thing just happened to me (it may not be so interesting you to you but), I was just cold called by a CPA Accounting firm for my tax and small business needs.  You may be saying, so what is the big deal?  Well, I have been in and out of my own business ventures for almost 20 years, and this is the first time I had ever been cold called by a CPA firm.  Now, it just so happens I have been looking around for a new firm to handle my small business needs as well as my personal needs, so the timing is right (tax time no exception).  Now, I usually will ask fellow business owner for a reference of who they use, and I did recently, but have not had the opportunity to make a call.

Sh initally left me a message.  Most calls I do not recognize Ilet go right to voice mail the first time.  I phoned her back, thinking she may have been looking for someone else who used to have my Grand Central number.   The young lady who answered the phone was NOT  a sales person.  In fact her voice was meek and shy, and was a little flustered that I called her back initially.  She was clearly a secretary or receptionist making calls and leaving messages.   No dice, she launched right into a 30 second elevator pitch and tried closing me on a 45 minute no obligation, CPA will come to my office, consultation to review my needs.  I was a little stunned to answer at first, mostly because, here was an inexperienced cold caller, who clearly made a script her own, and tried closing the appointment.

Did I take the appointment?  No.  I had her send me some information via email.  She was good though, she countered a couple of times, deflecting my objections.  Eventually I won, and only for a valid reason (a lot of business travel in the next few weeks), because I was compelled to take the appointment, mostly because I need to.   However, she is emailing me information, I have her firm information, and I will be making a preliminary appointment in the next couple of weeks.

My point is this, however.  Business is tight.  The economy is down.  People aren’t spending, and here is a CPA firm being proactive about brininging in new business in a tough climate.  Will it work for them?  Absolutely, it’s the law of numbers.  Not to mention with a seemingly mild mannered cold caller on the other line to take you by surprise, you too mught be sitting in front of one of their CPA’s soon for your no obligation consultation.

So, if you are an accountant or CPA, and you are looking to drum up a little business, take a lesson.  Below are some resources for you to review and put into action:

• http://www.cpamarketingtips.com/prospectinfo.html
• http://www.raintoday.com/product/28_cold_calling_techniques_e_guide.cfm
• http://www.accounting-and-bookkeeping-tips.com/accounting-basics-newsletter.htm

If you are interested in drumming up more business, you can Google, “Prospecting Techniques” or ‘Cold Calling Techniques.”  make sure you have your Unique Selling Proposition ready.  We’ll talk more about the USP in a later post…