The 3 reasons you cannot rely on referrals if you want to grow your practice

By | 2018-05-22T23:06:08+00:00 March 27th, 2018|Accountants, Marketing and promotion, Reputation, STANDING OUT|

Most established Accountants running their own firms claim to get most of their better new clients via referrals.  is this true or relevant to less established practices? Experienced accountants claim that no other activities and no marketing investment ever seems worth the effort. The following sentiment is typical of what I hear: "I get all

Accountants CAN overcome a lack of inner confidence…..

By | 2018-05-22T23:06:42+00:00 February 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

Lessons for accountants from….. a childrens’ party entertainer

By | 2018-06-17T17:32:01+00:00 January 16th, 2018|Accountants, Business messaging and branding, Dependability and trust, Experience and expertise, Marketing and promotion, Pricing|

As a teenager, before I started studying to become an accountant, I was a children's party entertainer - and I continued doing this for about 25 years. When I look back I realise that I quickly learned 2 lessons that now, many years later, inform my thinking and advice to accountants. Specialisation I was

Debunked: The one thing you must do….

By | 2017-12-12T10:31:22+00:00 December 12th, 2017|Accountants, Business messaging and branding, Marketing and promotion, sole practitioners|

A popular approach to getting your attention (and often your money) is to instruct you that there is 'one thing' you must do. What do they say? Many journalists, consultants and sales people assert that there is just 'one thing' you must do to remain in practice, to generate new clients, to increase your fees or

Has your practice plateaued?

By | 2017-11-28T08:45:55+00:00 November 28th, 2017|Accountants, Future, Marketing and promotion, sole practitioners|

My conversations with sole practitioner accountants over the years suggest that many are happy enough once their business has plateaued. 'Happy enough' is hardly an enthusiastic summation of how things are going. It suggests a degree of reluctant acceptance. The underlying message perhaps is that things could be better but the accountant is used to

Do people see you as successful or struggling?

By | 2017-11-14T09:29:10+00:00 November 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

A quick five point plan to secure more referrals for your accountancy practice

By | 2017-10-17T09:25:45+00:00 October 17th, 2017|Accountants, Business messaging and branding, Marketing and promotion, Networking|

So many accountants tell me that most of their new clients come from word of mouth and client referrals. In most cases however this seems to be a function of luck rather than planned in any way. Have you ever thought about how you could make it easier for your contacts to know who would

Don’t invest more time on social media until you have read this

By | 2017-10-03T09:30:56+00:00 October 3rd, 2017|Accountants, facebook, Linkedin, Marketing and promotion, Social Media, twitter|

Regular readers will know that I am both very active on social media and highly ranked for my online influence.* Equally you will also know that I do not routinely encourage accountants to use social media for promotional and marketing purposes. And I challenge the evidence and arguments of those who do advocate this -

Where do you want your promotional messages to be seen?

By | 2017-09-26T09:30:16+00:00 September 26th, 2017|Accountants, Business messaging and branding, facebook, Linkedin, Marketing and promotion, Social Media, twitter|

I have referenced what I call the 3Ms of marketing an accountancy practice before. This blog post is related to the third M. That is, which Media should you use to get your chosen Messages to your chosen Market? The answer to the question depends on where you will find your chosen Market and target

When you CAN use social media effectively for promotional purposes

By | 2017-09-19T11:25:19+00:00 September 19th, 2017|Accountants, facebook, Linkedin, Marketing and promotion, Social Media, twitter|

The longer you spend on social media the more you realise that overt sales and marketing messages do not typically have much positive impact. Posting adverts on social media is a different topic and not the subject of this blog post. Before I explain how you CAN use social media effectively for promotional purposes, I should

What if you don’t want to go for a niche?

By | 2018-06-09T18:07:32+00:00 November 25th, 2014|Accountants, Business messaging and branding, Experience and expertise, Marketing and promotion, STANDING OUT|

There is no doubt in my mind. The more focused you can be as regards your ideal clients the more chance there is that other people will recognise when they can recommend and refer you to people who need your services. But it's not the only route to success. You are not alone if you

Five ways general practice accountants can choose a niche

By | 2018-06-09T18:02:56+00:00 September 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