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 them. Many a business coach
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 training. But it has become
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 about clients who were a
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 some of the most popular
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 networking activities might be worthwhile,
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 with you. I’m not in
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 range of such rates. And
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 in their life and business
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 you keep them in mind,
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 clients. The second element of
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 you know to recognise when
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 are different from those 'squirrel'
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 and tax returns. If you
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 dream. I see an awful
Regular readers will know that, on this blog I share, what I hope is, constructive and unbiased advice for accountants in practice. Today I offer you a cautionary warning about what have been termed ‘marketing bullies’. The Believable Approach A few years back, after I spoke at Accountex, I recall being touched by one
It's another day, and I've seen another poorly thought through piece of advice for accountants to identify their USP. I have long disagreed with this generic idea of trying to identify your Unique Selling Point (USP) or your Unique Sales Proposition (USP). Instead I recommend a much more practical and realistic way for accountants
If you’re either a busy accountant and/or a regular at networking events, you probably get asked this question (How's business?") all of the time. You may also be asked by friends and family, ex-colleagues and prospective clients as well as by suppliers, associates and potential advocates. How carefully have you thought about the way
Some years ago I enjoyed a very long private business networking lunch. The whole group seemed to enjoy the event - perhaps because many of us had known each other for a while . One of the attendees I had not met previously was a chartered surveyor. After we’d spent a few hours together the
'How to deliver advisory services for maximum success' is the sub-title of a superb new book for accountants that I read recently. I'll share the author and title later in this post. Let's just say that I wish I had written this book, as I am already recommending it to accountants, without reservation. In
This true story helps to emphasise a key point - that may be relevant to your attitude with clients, colleagues and/or how you relate to staff with more specialised knowledge than you have yourself. Years ago, shortly after I had joined a new firm I remember an audit partner telling me about two tax
Some years ago, while on holiday with my wife, we stopped at a distinct and unique coffee shop where my experience prompted this blog post with lessons for accountants, bookkeepers and tax advisers. Espressolab was a fantastic little place where a range of bespoke coffees were also being roasted in a laboratory style environment.
A journalist once asked me “What is the worst mistake accountants can make when they are trying to ‘close’ a prospective client?” Normally I have prepared for the most likely questions I will be asked when I am being interviewed. This one was not on my list as it was not closely related to
I hope this post will be of general interest even though it is intended primarily for those accountants in practice who have a degree of imposter syndrome or who struggle with low self-worth or low self-esteem. Such struggles invariably impact self confidence and this can have a negative impact on the prospect of receiving
One of the biggest changes to be heralded by the introduction of AI so far as accountants are concerned, links to one of my long-term messages for accountants. How can you stand out from the competition? And, as a result, win more of the business you really want? Even before the launch
These days many accountants feel as if they are working harder than ever just to stand still. And that feeling seems worse if they are looking to actively grow their practice. The pressures and stresses of modern life are partly a function of newer forms of communication. Thirty years ago clients either wrote letters
