In my work as a consultant helping other CPAs to market their CPA firms, one objection I hear often is “But Salim, I just barely have enough time to do the work to deliver my services to my clients. I simply can’t spare a lot of time to think about marketing.”
My first answer is that if you want to grow your CPA practice, you don’t have any choice: you simply must make time for your CPA firm marketing.
My second answer is that I know you’re busy. But, as we all know, having time for high-priority tasks is a matter of managing your time. Here are two time management techniques that have worked well for me in my practice:
1) Don’t be a slave to the phone. I don’t answer the phone. I have administrative staff who do that. They screen my calls and either take a message or transfer them to voice mail. I block time on my calendar to return phone calls from 12:30-1:00 pm and 4:30-5:00 pm every day. My clients know that I will respond to their calls during these times. I also encourage them to send me an email for faster response. The benefit of emails is that I can forward them to the appropriate person who can handle that email. Most questions from my clients, my staff can handle. That frees me up a lot. I believe that if you apply this one strategy in your practice, you will easily free up several hours in the week just with proper handling of the phone.
2) Make and use to-do-lists. It is very important to maintain those. A daily to do list, a weekly to do list, a monthly to do list and a yearly to do list. That is crucial for maximum time productivity. I have been using these for several years and all my staff members use them too.
In next weeks post, let continue this conversation.