Lead generation Articles

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, after...

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...

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Being Known, Liked and Trusted is not enough!

You have probably heard the suggestion that it’s important to help people get to 'know, like and trust' you. Only then will they buy from you. Only then will they even consider becoming your client. This idea originated in the book ‘Endless Referrals’, written by...

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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...

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Why you’ll find more success if you have an angle

Too many accountants struggle to distinguish themselves from their competition. This is a shame as it is what makes each of us different that makes us memorable and the reason why we are referred and recommended. And then why we are engaged by clients. Challenge...

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What does it mean to provide advisory services?

We have all heard the projections that compliance work is dying and that accountants must move into advisory services.  This is not a new phenomenon. It started long before the pandemic. I first debunked the hype in 2009 so it really isn't new. What has changed...

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How to avoid giving valuable advice for free to prospects

Most accountants have found themselves in meetings with prospective clients seeking free advice. I know I did it myself when I was in practice. I wish I had known then what I know now. When a stranger/prospect calls you need to set clear parameters. Why give ANY...

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Fresh marketing insights for accountants

Sometimes a post on Linkedin can start a conversation that runs and runs.  This was the case just after the Budget when I posed the question “Is it really worth everyone producing a 'me-too' morning-after Budget summary?” I suggested these were typically simply a...

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3 ways to avoid time wasters

This relates to another question I was asked recently by an accountant who gets lots of leads but finds that he doesn’t want all of them as clients.  Too many are time wasters. He wanted to know how he could weed them out - or even better, avoid having to spend any...

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