Successful Accountants’ Blog
Great sales questions accountants can ask to win new clients
Despite the title of this post I should first stress that it is rarely a good idea to come across as a salesperson when you are trying to promote your services. The best accountants know that they must first build rapport and confidence so that prospects like and trust
Debunked: Correcting 15 misconceptions about networking
I’ve addressed the subject of Networking many times on this blog. I make no apology for returning to the topic as it’s a key business skill for accountants who want more clients. And also for those seeking their first clients too. Networking is not something covered by our professional
Are your clients Ready, Interested or Doubtful about the value of your advice?
One of the strangest things I hear about from accountants are how many clients they have who Reject, Avoid and Shun Help. Do you have any like that? They still pay your fees but you're not sure that you are doing your best for them. Years ago I only seemed to hear
Business insights for Accountants from Kinky Boots
I was delighted and proud to see my niece in a local production of the musical theatre show ‘Kinky Boots’ last week. It's a show I've not seen before but I did watch the film a while back so I had some idea of the storyline. And I've heard
3 questions you must answer before spending time and money seeking out new clients
l am regularly approached by accountants who want to know how they can get more clients. And many more accountants are asking each other similar questions in groups on facebook. Invariably they want to know if social media is worthwhile, where to advertise, what marketing activities to pursue, what
Why your future clients could be very different to your current clients – and what you need to do about it
You’re not alone if you’re fed up of hearing commentators, software vendors and app developers tell you what your clients are thinking. Not that they know of course. They are speculating and many are simply repeating what they have heard others say; and then mistakenly think these messages resonate
Do you want a ‘fair’ hourly rate or a decent return for your expertise and advice?
Whether or not you use timesheets or bill clients by reference to the hours that you (and your team, if any) spend on clients’ affairs, you probably have an hourly rate in mind. Don’t you? Conversations with the accountants who are or have been my clients reveal a wide
What type of service guarantees do accountants offer?
Let’s be realistic. If you did some work for a client but they weren’t happy because you made a big mess of it, would you insist on charging them extra to correct your mistake? I hope you wouldn’t even consider trying to charge extra to resolve a mistake of
The 10 Cs of powerful conversations with clients
I first shared a shorter version of this post a few years ago at a very difficult time for everyone. I have now updated this to reflect 10 key topics you may want to factor into the conversations you have with your clients: Change Asking clients about recent changes
How accountants can win clients and keep them for life…
Before delving into the strategies that can help you win and maintain clients for your accountancy practice, I must manage your expectations. There's no magic bullet or hidden secret that will replace everything you already know about client relationships. What follows therefore are fundamental principles that, if
The referrals reality check: Why great work alone isn’t enough and 5 questions clients secretly ask before making referrals
Besides having the longest title I have ever used, this post does two things. Firstly I will debunk the idea that as long as you do great work and deliver outstanding value to your clients, they’ll tell everyone they know and you'll get loads of good new
Want more clients? A practical approach for accountants who don’t want to niche 19/9/23
There is no doubt in my mind. The more focused you can be as regards your ideal clients the more chance there is that they will recognise you as an accountant they should approach. And, if you have a clear focus, the easier it will be for other people
UFOs and the Modern Accountant: A Strategic Approach
How much time do you spend checking out UFOs? No. Not Unidentified Flying Objects, but Unplanned Fanciful Opportunities? Those tempting ideas that may solve your problems but which have appeared out of the blue. They could be really valuable, or they could just be a timesuck. These
Can you express your strengths as impactful insights – or do you sound just like every other accountant?
A common mistake made by lots of accountants is to accept the common assumption that accountants are pretty much interchangeable. This is a common misconception based largely, I think, on the fact that the output of an accountant's work is often pretty much the same in terms of accounts
5 steps that will help you get engaged by your ideal prospective clients
Some accountants just want to work for anyone who can afford them and who will engage them. Some accountants have more specific aspirations. And some accountants have very specific prospective clients in mind. All are perfectly reasonable approaches - as long as you do more than simply hope and
