Accountants CAN overcome a lack of inner confidence…..

By |2018-05-22T23:06:42+00:00February 20th, 2018|Accountants, Business messaging and branding, Conversational impact, Experience and expertise, Marketing and promotion, Networking, sole practitioners|

All too often I encounter another accountant who is lacking in confidence. And this invariably holds them back from achieving the success they seek. Just last week an accountant emailed me back after receiving a message I'd sent out on a totally different topic. Included in her reply was the following: I know I lack

Do people see you as successful or struggling?

By |2017-11-14T09:29:10+00:00November 14th, 2017|Accountants, Appearance, Conversational impact, Marketing and promotion, Reputation|

Some accountants I know are proud of how efficiently they look after their own business affairs. Others though are embarrassed at their inefficiencies. And there are some who do not appear to give any thought as to how they are perceived. We all know the old adage that you never get a second chance to

Why do accountants need to be enthusiastic?

By |2017-10-10T09:30:39+00:00October 10th, 2017|Accountants, Appearance, Business messaging and branding, Career development, Conversational impact, Dependability and trust, Experience and expertise, Following up, Giving, STANDING OUT|

Everyone who knows me recognises my enthusiastic nature. When I was younger I may even have been a touch too enthusiastic. I now recognise that it can unnerve those around you if you are evidently more enthusiastic than everyone else. That was an important lesson for me some years back. So now, older and wiser,

Be proud and positive about your profession

By |2017-06-13T12:19:00+00:00June 13th, 2017|Accountants, Business messaging and branding, Career development, Conversational impact, STANDING OUT|

This week's blog post is derived from the response I received from a recent attendee at one of my talks. She had been very enthusiastic so I asked her what she had learned specifically. This is her reply: Things I took away from yesterday: That it’s OK to be on the quiet side at networking

Connect, know, like, trust, need – what do you do to make this work for you?

By |2017-05-02T09:39:41+00:00May 2nd, 2017|Accountants, Business messaging and branding, Career development, Conversational impact, Dependability and trust, Experience and expertise, Reputation, STANDING OUT|

I frequently hear networking gurus stress a mantra that originated in the book ‘Endless Referrals, written by Bob Burg: “All things being equal, people do business with, and refer business to people they know, like and trust.” I understand this is also the mantra shared at certain networking groups. The focus then is on encouraging you to make an effort

What is the really simple idea at the heart of what you do?

By |2017-04-26T10:04:10+00:00April 26th, 2017|Accountants, Business messaging and branding, Conversational impact, STANDING OUT|

We have all been asked, many times, "What do you do?" Does your reply help ensure that you will be remembered positively for any length of time? Simple straightforward factual replies allow the other person to put us in a 'box'. This is what happens when we simply state our profession (eg: "I'm an accountant"

Could you adapt this unique way of standing out from the crowd?

By |2017-01-10T09:18:48+00:00January 10th, 2017|Accountants, Appearance, Business messaging and branding, Conversational impact, Dependability and trust, Experience and expertise, STANDING OUT|

I still remember meeting Christopher Higenbottam at a networking event some years ago. I asked what he did and he told me he is an architect. (Indeed it transpired that he was the MD of Tempietto Architects). We talked for a while about his work.  After a few minutes I think I asked him whether

Don’t make this mistake if you want referrals from your clients

By |2018-03-14T21:46:36+00:00January 4th, 2017|Accountants, Business messaging and branding, Conversational impact, Following up, STANDING OUT|

Regardless of which profession you practice, I wonder if you make an all too common mistake. We all hope that clients will want us to provide a range of services to them. And we hope that clients will recommend and refer us to other prospective clients too. But, as I frequently point out, 'hope' is

How much personality should sole practitioners put into their practice?

By |2016-07-25T10:12:14+00:00July 25th, 2016|Accountants, Appearance, Conversational impact, Dependability and trust, Linkedin, sole practitioners, STANDING OUT, twitter|

I was asked two related questions during a recent interview. This post is drawn from the notes I made before giving my answers on air. 1. With so many businesses competing with each other online, has it become more important to put more personality into your practice? The smaller your practice the more important it

What do you enjoy doing?

By |2015-10-18T17:49:59+00:00October 18th, 2015|Conversational impact, STANDING OUT|

Just stop for a moment and consider how you would answer if someone asked you: "What do you enjoy doing?" Now think how much better that reply sounds than what you normally say when someone asks you: "What do you do?" In formal business networking situations your reply to that ubiquitous question may be one

How I manage my time on social media each week

By |2015-05-26T09:54:29+00:00May 26th, 2015|Conversational impact, facebook, Google+, Linkedin, Social Media, STANDING OUT, twitter, Uncategorized|

How long do you need to spend on social media to build up a decent following, contribute effectively and secure a good level of engagement? I'm not sure much has changed over the years since I started to use social media in 2006. The answers to those questions depend on your reasons for getting involved

Your service is not unique but you are

By |2014-06-10T09:28:41+00:00June 10th, 2014|Business messaging and branding, Conversational impact, STANDING OUT|

Years ago I became quite attached to the idea of identifying UPBs (Unique Perceived Benefits). I prefered this approach of looking at the provision of services from the client's viewpoint rather than trying to identify a USP (Unique Selling Proposition). More recently though I have realised that it is all but impossible for any of

The worst thing to do when you get a bland Linkedin connection request

By |2014-03-18T09:02:06+00:00March 18th, 2014|Conversational impact, Linkedin, STANDING OUT, Uncategorized|

If you are on Linkedin you will get connection requests from people you don't know. And you will also get plenty of bland connection requests from people you're not sure whether or not you know. It's very tempting to treat such connection requests in the same way as other unsolicited messages. But that would be

What do your clients really want?

By |2014-01-07T08:02:43+00:00January 7th, 2014|Accountants, Conversational impact|

It's all to easy to assume that all clients want the same things. But unless you ask, you won't know for sure. It's probably true that most clients want their accountants to help them pay less tax and to keep them straight with the authorities. Probably true. For most. But these may not be the

How to network without networking

By |2018-06-17T18:16:12+00:00December 3rd, 2013|Accountants, Conversational impact, Networking|

During the course of my career I have attended hundreds of events where professionals and business people could network. More recently, since I went freelance in 2006, I have also attended many more generic and local business networking events. These are very different and are more likely to attract some inexperienced networkers whose prime

Five ways general practice accountants can choose a niche

By |2018-06-09T18:02:56+00:00September 14th, 2012|Accountants, Business messaging and branding, Conversational impact, Experience and expertise, Marketing and promotion, Networking, Starting out|

It is generally accepted these days that you will benefit more from advertising, marketing, networking and referrals if you focus on a recognisable niche.  Let everyone else continue trying to be all things to all people. But, if you are like most accountants in practice you don't think you have a specialist focus. You

You have to use different bait to attract bigger fish

By |2018-07-09T08:45:03+00:00July 26th, 2010|Accountants, Conversational impact, Experience and expertise, Marketing and promotion, Networking, Social Media|

A sole practitioner accountant recently asked me how could he attract the 'bigger fish'? In effect he wanted to know how he could start to attract and win clients who would be prepared to pay bigger fees. He said he wants to more than double his average fee - moving from around £600 upto

Don’t make assumptions that upset your clients

By |2006-10-26T12:40:18+00:00October 26th, 2006|Conversational impact, Professional Negligence, STANDING OUT|

An article in the Guardian today includes reference to research conducted by Which? magazine which shows that a third of people think they receive poor service from their solicitor. A quarter of those surveyed think their solicitor doesn't listen to their opinion, and a third don't feel they are told enough about how much they