Angus Ogilvie from Generate Accounting on upselling to clients without overplaying your hand
I asked Angus Ogilvie from Generate Accounting in Auckland his one marketing tip for firm owners.
He said while client acquisition is important, there are always opportunities within the current client base. So focus on upselling to existing clients.
Angus advises against overplaying your hand and upselling every client onto advisory services. Building trust and maintaining client satisfaction are crucial in accounting.
Compliance work is the foundation: do a good job and respond to queries promptly. Regular client interactions create opportunities for upselling advisory services.
Angus uses the analogy of the Trojan Horse, where compliance work is the initial entry point, and advisory services are upsold once a strong relationship is established.