The 3 reasons you cannot rely on referrals if you want to grow your practice

By |2019-03-04T18:43:31+00:00March 27th, 2018|Accountants, Marketing and promotion, Referrals, Reputation, STANDING OUT|

Most established Accountants running their own firms claim to get most of their better new clients via referrals.  is this true or relevant to less established practices? Experienced accountants claim that no other activities and no marketing investment ever seems worth the effort. The following sentiment is typical of what I hear: "I get all

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

How NOT to tell people that your business grows through referrals

By |2019-03-04T18:43:57+00:00June 27th, 2017|Accountants, Business messaging and branding, Referrals|

Most of the accountants I meet claim that most of their best new clients come through referrals.  When I dig deeper I find this is typically for one of the following reasons: They remember that their most recent new clients were initially generated by referrals; They don't get many new clients and also don't ask for

Connect, know, like, trust, need – what do you do to make this work for you?

By |2019-03-04T18:45:39+00:00May 2nd, 2017|Accountants, Business messaging and branding, Career development, Conversational impact, Dependability and trust, Experience and expertise, Referrals, Reputation, STANDING OUT|

I frequently hear networking gurus stress a mantra that originated in the book ‘Endless Referrals, written by Bob Burg: “All things being equal, people do business with, and refer business to people they know, like and trust.” I understand this is also the mantra shared at certain networking groups. The focus then is on encouraging you to make an effort

Are your clients indifferent or do you get all the referrals you want?

By |2019-03-04T18:44:29+00:00July 29th, 2015|Accountants, Dependability and trust, Referrals, Reputation, STANDING OUT|

Some professional advisers, such as accountants, claim that they secure much of their new work through word of mouth referrals. This suggests that clients are making positive comments about them. They may do that if they're particularly happy but in the same way any unhappy clients will be quick to share their negative views even if

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.

Referral marketing for accountants (part two)

By |2019-03-04T18:48:08+00:00November 14th, 2008|Accountants, Business messaging and branding, Referrals|

In a recent post I introduced the concept of referral marketing for accountants and set out the main reasons why many accountants don’t explore this low cost marketing technique.In this post I’ll highlight some of the key issues and in part three I’ll address explain ways to overcome any reluctance to adopt this approach to