3 questions you must answer before seeking out new clients

By |2020-10-22T17:00:15+01:00October 20th, 2020|Accountants, Business messaging and branding, Marketing and promotion, Referrals, Sole practitioners|

l am regularly approached by accountants who want to know how they can get more clients. They want to know if social media is worthwhile, where to advertise, what marketing activities to pursue, what networking activities might be worthwhile, how to get more traffic to their website and much more - along

Why you need to be remembered to get more referrals and recommendations

By |2020-10-06T11:20:16+01:00October 6th, 2020|Accountants, Networking, Referrals, STANDING OUT|

For some years I have been advising accountants of the benefits of being better Remembered, Referred and Recommended ("The 3 Rs"). After all, Referrals are often identified as being the most valuable route to securing good new clients. Despite how often this topic has featured in my talks about standing out from

How special and different are you from other accountants?

By |2020-09-07T18:07:29+01:00June 16th, 2020|Accountants, Appearance, Business messaging and branding, Marketing and promotion, Networking, Referrals, Reputation, Sole practitioners, STANDING OUT, Websites|

Back in the days when I was a professional speaker (BC -Before COVID-19) I often asked audiences of accountants to look around the room. And then to indicate whether they felt that they were in any way special and different from most of the other accountants in the room. Typically only a

Your referrals are good (enough) but are you missing something?

By |2020-02-10T12:39:26+00:00February 25th, 2020|Accountants, Marketing and promotion, Referrals, Servicing clients, STANDING OUT|

Classic. Talking with a partner in a top 50 firm of accountants, I asked how they get most of their new clients. It was no surprise he answered 'referrals'.  Many accountants and lawyers, claim that they secure most of their new work through word of mouth referrals. This suggests that clients are

Are you undermining your credibility by being too modest?

By |2019-08-20T11:11:24+01:00August 20th, 2019|Accountants, Business messaging and branding, Dependability and trust, Referrals, Reputation, Sole practitioners|

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

Being Known, Liked and Trusted is not sufficient. There are 5 steps in the chain.

By |2019-08-12T11:46:07+01:00August 13th, 2019|Accountants, Appearance, Dependability and trust, Experience and expertise, Facebook, Linkedin, Marketing and promotion, Networking, Referrals, Reputation, Social Media, Starting out, Twitter|

You have probably heard the old networking idea 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 Bob Burg, who said: “All things

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

By |2019-03-04T18:43:42+00:00October 17th, 2017|Accountants, Business messaging and branding, Marketing and promotion, Networking, Referrals|

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

Are your business relationships too insubstantial?

By |2019-03-04T18:47:08+00:00June 20th, 2012|Referrals, STANDING OUT|

Thinking about your business relationships, how close do you want to be with clients, prospective clients and advocates? The following list suggests a number of distinctive levels of contact that you could have. It can be a mistake (as in, a waste of time) to expect recommendations and referrals from anyone before your contact level

How one UK accountant uses Linkedin

By |2019-03-04T18:47:21+00:00August 22nd, 2011|Linkedin, Referrals, Social Media|

When I write and speak about accountants and social media I always make the point that Linkedin is different. It's the only online networking site where you can get some benefit simply by having your profile there, even if you're not active. But of course you can also choose to be active on LinkedIn. One

What do you say when you’re asked for referrals?

By |2019-03-04T18:44:55+00:00March 2nd, 2010|No longer current, Referrals|

Accountants are often seen as the ideal people to to ask for referrals. After all, accountants in practice will often act for dozens of clients, many of whom are targets for other complementary suppliers. This means that accountants are routinely approached by financial advisers, will writers, software developers, marketing consultants and many other service providers.