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Paul Shrimpling, Remarkable Practice
Giving clients what they want…Steps to take to ensure your clients can’t live without you
WiFi: QBConnect No password required#QBConnect
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Paul Shrimpling
Today’s speaker
@shrimpers #QBConnect #clienthabits
After a major bank introduced a credit card for Millennials that was designed to inspire emotional connection… use among the segment increased by 70% and new account growth rose by 40%
– Magids, Zorfas and LeemonHarvard Business Review
After a major bank introduced a credit card for Millennials that was designed to inspire emotional connection, use among the segment increased by 70% and new account growth rose by 40%
– Magids, Zorfas and LeemonHarvard Business Review
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• Clients are more LOYAL…
• Clients RECOMMEND more…
• Clients BUY more…
• Clients PAY more…
Hearts and minds…
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£475,000 of additional cross sales in 12 months
£373K to £500K fee growth in 2 years
£1.5m to £2.1m in 18 months
A remarkable difference?
Time to connect: 1. Share your full name…
2. How you get to work…
STOP
We are what we repeatedly do. Excellence then, is not an act, but a habit.
– Aristotle
We are what we repeatedly do. Excellence then, is not an act, but a habit.
– Aristotle
You are what you repeatedly do. Excellence then, is not an act, but a habit.
– Aristotle
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Practice
You are what you repeatedly do…
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Practice REPEATEDLY…
You are what you repeatedly do…
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2 miles per second?
You are what you repeatedly do…
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2 miles per second?
200 miles per second?
You are what you repeatedly do…
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Practice REPEATEDLY…
You are what you repeatedly do…
REACH. FAIL. REPEAT.
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Practice REPEATEDLY…
AT THE EDGE of your skill level
You are what you repeatedly do…
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Practice REPEATEDLY…
AT THE EDGE of your skill level
With a COACH
You are what you repeatedly do…
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700 students
8 week study course
350 with – 50 minute brain insight
350 without
You are what you repeatedly do…
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Practice REPEATEDLY…
AT THE EDGE of your skill level
With a COACH
You are what you repeatedly do…
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12 vs 52
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£475,000 of additional cross sales in 12 months
£373K to £500K fee growth in 2 years
£1.5m to £2.1m in 18 months
A remarkable difference?
34 days…
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• Least stressful?
• Most productive?
• Healthiest?
• Coolest?
Why?• Fastest?
• Easiest?
• Predictable?
• Cheapest?
Same most days?
Connect again (repeat):1. Share your full name…
2. How you get to work…
3. Where were you when you firstlooked at your phone this morning…
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Who uses technology during meal times?
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Who uses technology during meal times?
Silent Generation(65+)
Generation Z(15-20)
Millennials(21-34)
Generation X(35-49)
Baby Boomers(50-64)
38% 40%45%
52%
42%
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FE
Payoff…
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FE
Payoff…
Fully emotionally connected customers are 52% more valuable, on average, of use
– Magids, Zorfas and LeemonHarvard Business Review
Fully emotionally connected customers are 52% more valuable, on average, than those who are just highly satisfied.
– Magids, Zorfas and LeemonHarvard Business Review
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What triggers do you use to prompt client action?
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Results
Actions & Accountability
Decisions
Recommendations
Information
Data
Get more connected…
Value increases
The Business Breakthrough Accountant
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Results
Actions & Accountability
Decisions
Recommendations
Information
Data
Get more connected…
Value increases
FDFCBK
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Results
Actions
Decisions
Recommendations
Information
Data
Get more connected…
Value increases
FDFCBK
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Results
Actions
Decisions
Recommendations
Information
Data
Get more connected…
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Results
Actions
Decisions
Recommendations
Information
Data
Get more connected…
Technical
Workflow
Relationship
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Relationship
Results
Actions
Decisions
Recommendations
Information
Data
Get more connected…
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Results
Actions
Decisions
Recommendations
Information
Data
Get more connected…
Connections
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Results
Actions
Decisions
Recommendations
Information
Data
Get more connected…
Triggers
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Triggers
Meeting
Skype/Zoom
Phone
Text
Tweet/LinkedIn/FB
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Connections
Meeting
Skype/Zoom
Phone
Text
Tweet/LinkedIn/FB
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£475,000 of additional cross sales in 12 months
£373K to £500K fee growth in 2 years
£1.5m to £2.1m in 18 months
Remarkable results…
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Practice REPEATEDLY…
AT THE EDGE of your skill level
With a COACH
You are what you repeatedly do…
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1. The number of client meetingsevery week
The most predictive KPIs for an accountant?
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2. The number of mentor hoursevery week
The most predictive KPIs for an accountant?
12 vs 52
Emotional connection pays off…
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Paul Shrimpling
Today’s speaker
@shrimpers #QBConnect #clienthabits
Access the presentation materials via: The QuickBooks Connect 2017 Conference App
orSlideshare at: http://www.slideshare.com/tag/QBCUK17
