If you cannot ‘close the sale’ you’ll struggle to win new clients

By |2018-07-12T07:59:06+00:00June 12th, 2018|Accountants, Following up, Key Business skills, Marketing and promotion, Networking, Starting out|

In an ideal world, you would simply tell people that you are an accountant and your ideal prospects would then find you and ask to become your clients. Life isn’t like that. Even when these people do find out about your practice you need to have a process which brings them onboard

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,

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

5 tips from Stephen Lansdown’s entry on The Accountancy Rich List 2015

By |2015-09-07T15:25:10+00:00September 7th, 2015|Accountants, Following up, Uncategorized|

I was intrigued by elements of the Accountancy Rich List 2015 published by economia magazine. The magazine itself, as distinct from the online list, contains pen portraits of ten of those on the list, described as "inspiring entrepreneurial chartered accountants". In each case a sentence or quote has been given explaining 'How he made it".

The 3 factors that will determine your social media success

By |2015-06-30T09:59:09+00:00June 30th, 2015|Accountants, Appearance, Blogging, Business messaging and branding, facebook, Following up, Google+, Linkedin, Productivity, Reputation, Social Media, STANDING OUT, twitter|

It’s all too easy to get caught up in the game of chasing followers, likes, connections and social media klout. It may be fun to keep track of these metrics and to keep increasing them. But, in real life, they are not important by themselves. There is little point in simply pursuing these metrics. You