Bad advice for accountants that makes me cross

By |2021-04-06T09:31:47+01:00April 6th, 2021|Accountants, Business messaging and branding, Linkedin, Marketing and promotion, Mentoring, Social Media, Sole practitioners, STANDING OUT, Twitter|

These days it typically takes a lot to get me cross. But one thing that really winds me up is the continuing wave of advice to accountants generally, telling them to do stuff that doesn't work for everyone and is especially inappropriate for most sole practitioners. This is quite different from the advice that

Does size matter? Are you pretending to be bigger than you are?

By |2021-03-22T09:21:24+00:00March 23rd, 2021|Accountants, Business messaging and branding, Dependability and trust, Marketing and promotion, Websites|

I have lost track of how many sole practitioners and two-partner accountancy practices pretend to be bigger than they really are. Some overtly claim that their firm is bigger than it really is by adding words like “and associates” to the name of the firm. Even though, in reality, it is only

Fresh marketing insights for accountants

By |2021-03-19T15:31:28+00:00March 16th, 2021|Accountants, Business messaging and branding, Lead generation, Marketing and promotion, STANDING OUT|

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 re-hash of information already in the public domain

How can a mature accountant start to market himself effectively?

By |2021-02-01T15:53:22+00:00February 2nd, 2021|Accountants, Business advice, Business messaging and branding, Lead generation, Marketing and promotion|

During our first mentoring conversation a mature accountant told me how they had been struggling to replace clients who had retired, died or gone bust. The practice was well established and he had never previously needed to spend much time or effort on marketing or promotion. He had done the basics. He

“How can I use social media to promote my accountancy business?”

By |2021-01-08T18:37:54+00:00December 8th, 2020|Accountants, Business messaging and branding, Facebook, Lead generation, Linkedin, Social Media, Sole practitioners, Twitter|

There are two types of accountants who use social media and Linkedin.  Those who understand what works and those who have bought into the hype and hope that what they do will work. Chances are you are in that second category just like most of the accountants I know. Indeed, the vast

The worst mistake an accountant can make – and how to avoid it

By |2020-11-20T11:00:12+00:00November 17th, 2020|Accountants, Business messaging and branding, Servicing clients, Sole practitioners|

A journalist once surprised me with a question I wasn’t anticipating: “What is the worst mistake accountants can make when they are trying to ‘close’ a prospective client?” When I later reflected on my instinctive reply I was satisfied it contained good advice. Thinking about the issue subsequently I quickly constructed this

3 questions you must answer before seeking out new clients

By |2020-12-08T13:59:26+00:00October 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 |2020-11-20T14:02:02+00:00October 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

What’s your ‘And’?

By |2020-09-21T11:25:01+01:00September 22nd, 2020|Accountants, Career development, Conversational impact, Networking, Reputation|

What's your 'And'? Yes, we know you're an accountant. But what else are you? What else do you do? What else interests or fascinates you? A new book, written by my friend, John Garrett, explores how sharing your personal passions improves work performance, builds culture, and strengthens relationships with colleagues, clients and

How effective is your reply to the question: What do you do?

By |2020-10-27T10:58:28+00:00September 8th, 2020|Accountants, Business messaging and branding, Career development, Conversational impact, Networking, Sole practitioners|

No one has asked me what I do since lockdown started. I've been thinking about how I might reply next time. What about you? What do you do? I think there are 4 standard ways we can answer the question. I know which approach I prefer. What about you? 1 State your

Prospecting in August

By |2020-09-07T17:30:48+01:00August 18th, 2020|Accountants, Marketing and promotion|

I recently asked this question on Linkedin: Do you stop prospecting in August? The most common response I received echoed my own view. NO. Don't stop prospecting - if you want to grow your practice. I have long recognised that NOT everyone goes away (even when they can). NOT everyone takes a

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