Why can't I just use "regular" marketing channels to get clients?

Because they aren't effective for reaching the most desirable, premier prospects.  Accounting Practice Builder is about adding more "A" and "B" level clients to your practice.  These clients are almost always more sophisticated, dynamic and/or larger than "regular" clients. 

The response rates of these premier prospects to mass marketing is essentially zero.  They only select new accountants, lawyers, consultants, etc. based upon referrals or personal assessment. 

Does that mean this method is really more about finding desirable prospects?

No.  In fact, a relatively small percentage of the manual is devoted to marketing and identifying these premier prospects than the actual process of converting them from prospects into clients.  The reason for this is that it is generally not especially difficult to simply talk with someone who would be a great client.  However, to convert these individuals into clients - and to do so with regularity - requires a special level of skill.  Especially when other accountants are competing for the same business.

What if I need help or want to ask questions about the model.  Can I get support?

Yes, both Craig Weeks and the Sageworks Consulting Team are available to help.  Craig is available to answer questions specific to the model and questions that are more related to the mechanics of selecting and running the most suitable reports to use when applying the method are best directed to the Sageworks' team.

How much does the support cost?

For the typical relatively brief phone call there is no charge.  If you desire individual training or other, more extensive support, you will be given a quotation specific to your needs.

How Flexible is the model ... if I don't get it just right, is it still effective?

Absolutely!  This method is so powerful you can probably leave half of it out and still have a higher success rate when compared to someone who is just "winging it."  If you arrive at a level of competence where you are comfortably including the major steps you will be well down the road to becoming a truly outstanding business developer.

This is especially true when you combine the model's techniques with the persuasive power of ProfitCents reports.  When introduced at suitable moments in the presentation sequence they are tremendously impactful, not only because they provide evidence of your preparation and professionalism but because they provide differentiation ... in other words, it sets you apart because you aren't like all those other accountants the prospect may know or be considering.

Does the method work for everyone?

Yes.  The method is knowledge-based.  That is to say, what it does is differentiate you from other accountants by providing the prospect evidence of your exceptional professionalism, insight and knowledge. 

But, people are people and there is the "first impression" hurdle you have to overcome ... that is to say the prospect will need to feel reasonably comfortable with you before they can hear your message.  If the first impression is negative, it can be quite a challenge to dig yourself out of that hole.  Beginning on page 33 the manual explores strategies you can employ to manage this phase of the meeting and create a positive first impression.

Do I need to possess the knowledge of a really experienced accountant to effectively use the method?

No.  The definition of who is an "A" level client for your practice changes with time.  In the beginning your comfort level will be with clients possessing less complicated accounting/tax challenges.  The people who franchise the local Starbuck's might feel just right, but the owner of a large property development company might have all manner of issues that would be out of your comfort zone until your technical skills have reached that level. 

The idea is to evolve your client base so it has the maximum number of those clients you consider to be the most desirable at any given time.  Adding these premier clients to your practice is exactly what Accounting Practice Builder does for you.

Your promotional materials say the method works for all interpersonal styles.  I'm not exactly outgoing.  Are your SURE this isn't going to require me to act out of my comfort zone?

Yes.  But, it does require that you be willing to cross the room at a local event (Toastmasters, charity event, Rotary, political gathering, little league game, volunteering at the local Meals on Wheels, etc.) and introduce yourself to someone.  This is the best way to initiate the process to engage a "cold" prospect, i.e. an individual you do not know at all.  The method is explained in detail in the manual. 

If you choose not not seek out these "cold" sources of potential business, then the process is very comfortable even for someone who describes themselves as shy. 

The only real necessity is that you really want to find more of these most desirable clients for your practice.  In other words, you are going to make the personal investment to make it happen.  Your effort is the one ingredient you must provide.  The method itself is very effective ... I know that from working with hundreds of clients ... but it does absolutely, positively need your commitment to make it happen.

Even if you absolutely recoil from the thought of initiating contact with strangers or near-strangers, there is still a way to greatly profit from the method.  As noted earlier, the method works especially well with existing clients, and certainly you will have no reluctance to speak with them, especially when you do so (as it explains in the manual) in a manner that is advantageous to them.

Will people think I'm being pushy?

No.  Not if you follow the model.  As the materials point out, what you are doing is helping your clients, not exploiting them.  They need help with the complicated Federal, State and Local tax codes and if you don't provide the expertise they will find it elsewhere - perhaps from someone less competent than you.

The model is consultative in nature.  You aren't actually SELLING as the word is popularly defined.

Can I charge "A"  and "B" level clients more than my more mainstream clients?

Yes and no.  It is never good practice to charge more than the rates commonly charged in your geographic area for similar services.  However, with these best clients you will be doing less preparation and instead providing more advice, consulting and project work.  For the latter you can charge more because the value provided is greater. 

For example, if your client is mulling how and if to acquire a $250,000 piece of earth moving equipment and you do a "what-if" study that explores the options to acquire it and how the equipment may impact subsequent cash flow and the P & L, it may take you five or six hours and you charge $2,000 for the study.  If your typical rate is $200/hr., you've make considerably more for the study but you have provided a really valuable tool to help your client make a sound decision.  That decision will have a much larger financial impact upon his business than the $2,000 he paid you. 

(Note:  If you use ProfitCents Counselor to do the same analysis, it will probably take less than an hour and you also get a good looking report you can share with the client, AND you can sit down with the client, fire up your laptop and then in real time explore variables of financing, impact upon cash, etc.  Very, very impressive and well worth the $2,000 and possibly much more.)

What's the process for returning the manual and getting a refund?

If you purchase the downloaded version, the only requirement is that you ask for a refund.  To do so, you can contact your Sageworks' representative or Craig directly.

If you purchase the hard copy, there will be specific instructions in the package when you receive the manual, but the basic process is you send the manual  back and you'll receive a 100% refund of your purchase price.  PayPal is handling all payment processing for sales of the manual, and they will take the necessary actions to ensure you promptly receive the refund.