Do you ever struggle to make a lasting impression beyond the generic label of being “an accountant”? Most of us have...
Lead generation Articles
What can you do to stop sounding like a generic accountant (just like everyone else)
One of the more damaging assumptions people have about accountants is that you are largely interchangeable. To some...
Why your lead generation isn’t working (and what to do instead)
Most people, including most accountants, seem to approach lead generation from entirely the wrong angle and, like many aspects of business life, this only becomes obvious when you pause and reflect on it. It is also why so many of us dislike the cold calls and...
A realistic LinkedIn strategy for UK accountants with limited time and who hate hype
One of the most common questions about Linkedin that I hear from accountants is along the lines of, how can they get real value from the time they spend on the site? One specific such question I was asked was: “How can I actually make LinkedIn work for me, without...
What accountants get wrong when marketing to people they don’t know
Probably the most common view shared by accountants is that most of their new clients come through warm referrals. And for good reason. These prospects tend to come pre-sold. An existing client, trusted friend, colleague or contact has already vouched for you. All...
The REACH model that helps you to be better remembered, referred and recommended
Many accountants assert that they get most of their best new clients through referrals. That belief, especially when it's true, confirms what we've all long known:there is a lot of value in the power of word-of-mouth recommendations. Plenty of accountants seem...
10 mistakes you’ll want to avoid when quoting fees
Quoting fees can feel like playing darts blindfolded. You hope for the bullseye, but more often than not, you end up way off target. Maybe charging so much that you lose the prospect. Then there are those occasions when you kick yourself if a prospect agrees...
Why prospects don’t engage you and what you can do about it
Ever wondered why someone seemed interested in your services but didn’t become a client? Or why building up your client base is tougher than you had expected? You’re not alone. Most accountants haven’t been shown how prospective clients actually make decisions....
Unmasking the marketing bullies: how to spot and avoid their tactics
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,...
What’s better than saying that your business grows through referrals?
Are you like many of the accountants I meet who claim that most of their best new clients come through referrals? This is certainly great when it's true. But when I dig a little deeper I find that it's often not quite as accurate a statement as the accountants...
12 ways you could make more money in your accounting practice
Most of the accountants who approach me start by talking about their problems and what appears to be an immediate challenge. As the conversations progress I am typically able to help them consider the real issues that are causing the challenge that prompted their...
How to get more of the referrals you really want
Although most of my clients have already built up a good base of clients, I am also often asked how can (typically less experienced) accountants and bookkeepers get more clients. And I see plenty of such questions in online forums. Of course there is no single...
What’s the best way for an accountant to win new clients?
Many of the accountants who take up the opportunity to book a call with me start with variations on the same question: How can I attract new clients? How can I grow my practice? What can I do to get more clients? I need more clients, what should I do? I never know...
Debunked: Can you really rely on referrals to sustain or grow your practice?
Most established accountants running their own firms claim to get most of their new clients via referrals. I see at least three potential flaws with this perception. Firstly, it’s rarely based on empirical evidence. Often it is simply an easy answer to the...
4 classic mistakes accountants need to avoid when prospects call
Do you assume you know what (new) callers will want from you? Are you able to distinguish real prospective clients without devoting too much time to the others? Do you operate like other professionals or by reference to wishful thinking? These are key challenges...
The 5 key issues to consider re your competition
In this blog post I explain five key issues in the context of your competition as an accountant. I have discussed them many times with clients during mentoring sessions. Often I find an accountant's perception as to who is their competition is blinkered and...
What can you do about all the competition from other accountants?
Not everyone who calls me for my input becomes a client. I sometimes offer some simple advice to accountants who are not yet in a position to need or afford my mentoring services (even though these are much more affordable than you might expect). One of the...