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Session #7: Delivering Greater Value & Getting Paid What You Are Worth

Delivering Greater Value & Getting Paid What You Are Worth
Before Investing in New Client Acquisition

Focus on Maximising Sales to Existing Clients

The average practice can increase fees by 40% by selling more to existing clients.

Learn how to segment and analyse client data to identify the missed opportunities – ‘plug the gaps’ in your client purchase behaviour.

Discover why most practices fail to maximise fee income from existing clients AND avoid making the same mistakes.

Understand which clients currently purchase which services and create a forecast and a plan to increase fees by satisfying more of your client’s needs.

Discover how Pareto’s 80/20 rule will help you to establish how much cash and missed fee income you are leaving on the table.

Chapters

1. Recap of previous sessions

2m21s

2. Transaction value and frequency

11m20s

3. Impact on revenue

14m42s

4. Finding the customers who could pay more

17m55s

5. Fulfilling customer needs

25m40s

6. Transactions, average value and revenue

27m25s

7. How to slow the decline

30m3s

8. Communication

36m20s

9. Customer segmentation analysis example

37m26s

10. Revenue projection

40m18s

11. Key takeaways

42m29s

12. Q&A Session

44m38s

13. Recommended actions

46m27s

Sean Farnell

Partner

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& practice into the future

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