Surgent's Making Rain - Client Service and Selling to Prospects (Audit Skills Training - Level 7) (A7M2)

  • Wednesday, January 29, 2020 – Friday, April 30, 2021

  • 3
    Communications and Marketing

It costs more money to develop a new client than to simply retain an existing one. While a CPA firm with longevity needs to continuously develop new business to replace departing clients, a proper balance of marketing efforts should be divided between existing clients and prospects. This module provides tips and techniques for ensuring that your firm has the capacity to grow and expand its book of business in a healthy way.


  • Discuss the importance of continuously marketing to retain existing clients
  • Describe best practices for marketing to prospective clients
  • Explain what differentiates your firm and its services from the competition


  • Continue marketing to existing clients
  • How to better connect with existing and prospective clients
  • Motivating prospective clients to engage with your firm
  • Methods for building value perceptions with existing and prospective clients
  • Differentiating your firm from the competition, including translating features into benefits
  • Handling objections and closing a sale

Additional Information

Designed For

Accountants retaining existing clients and developing prospective new clients



Advanced Preparation



3.00 Communications and Marketing


Experience with audit, tax, or other engagements

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