CPA Referrals: 5 Coaching Tips for Sales Managers
Posted by Ned Miller on Tue, Jan 03, 2012 @ 01:04 PM
- Have your Relationship Managers invite CPAs to bank events for clients and prospects. If your bank isn’t offering many functions, invite a CPA to attend a meeting sponsored by another organization (e.g. a trade association) as your guest.
- Encourage your bankers to attend local meetings of the state CPA society. Know how you want them to handle the request to sponsor a future event. See whether you can provide a speaker or contribute an article to their publications.
- Go on “double dates” with your more junior team members. If you have a senior contact in a firm, ask him to bring a colleague to breakfast or lunch to meet your associate.
- Coordinate the activities of your bankers within each firm. Develop a strategic approach to managing the relationship with the CPA firm.
- Remind your bankers that quality referrals are well worth the time invested in building relationships with accountants.
For more insights on how to work constructively with accountants, sign up for our next live webinar on January 9 at 11 AM Eastern on “Getting Referrals from CPAs.” Joining Buck Bierly will be August Aquila, President of Aquila Global Advisors, who was named one of the 100 Most Influential Figures in the Accounting Industry by the AICPA.
You can register for the session three ways: (1) Call Susan Lersch at 610-296-4771 or (2) email her at susan.lersch@mzbierlyconsulting.com or (3) go to the Training Center section of our secure Webex website at https://mzbierlyconsulting.webex.com and pay the $225 fee for the webinar by credit card. If you can’t make the live webinar, the archived version will be available within 24 hours.
For more details on the webinar go to http://www.eventspan.com/event/2012-01-09-getting-referrals-from-cpas