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 little knowledge is a dangerous thing. Increased knowledge can be worrying and a lot of knowledge is empowering. This is something it took me years to learn when I was in practice. Think about your own knowledge of how a specific tax rule works. One you don't have cause to think
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
Whilst I pose this question about competitive forces in the context of accountants, you might also find the concept helpful when talking with clients. Michael Porter first published his five forces model in a 1979 article published in the Harvard Business Review. In the context of an accountancy firm looking to the future,
When I suggest to accountants that they call clients and ex-clients to 'keep in touch', my advice is often received with a shiver. If you are comfortable picking up the phone and calling clients and ex-clients for a chat, you won't get anything from this blog post. On the other hand, if
Do you consider yourself to be a confident person generally? What about in terms of your ability to attract and win over prospective clients? And to keep clients happy and willing to pay you the fees you deserve for the work you do? Whilst many accountants I work with have a fair degree of
When I ask accountants this question, they often struggle to give an answer. And many of those who quote a higher than average figure do not seem to have worked out what services they will need to provide to earn such a fee. If you are happy simply taking on more of
The following observation on Facebook reflects a common perception. 'It's a shame that nowadays it isn't enough to just be good at what you do. You need to be good at all this other stuff (marketing etc.) otherwise you don't get anywhere.' My response was as follows: — It has NEVER been
There is no doubt in my mind. The more focused you can be as regards your ideal clients the more chance there is that they will recognise you as an accountant they should approach. And, if you have a clear focus, the easier it will be for other people you know to recognise
I have never ‘swiped’ someone’s profile picture as online dating didn’t exist when I met my wife. The whole concept of swiping left or right is quite alien to me. I was curious though so asked a friend to show me how this ‘swipe left’ and ‘swipe right’ business works. It quickly became
One of the accountants I spoke with recently has been struggling for over three years to build their own practice. Although they had won a fair few clients in year one, some have since moved on. The accountant feels their service is good enough and that their fees were not excessive. They
A journalist asked me this question last month. “What will accountants be doing differently in 2019?” Before replying I gathered my thoughts which I now share below. For reasons which will become obvious I didn’t say all this when I spoke with the journalist! As usual there’s an implicit assumption in the
When I ask accountants what they would like to be different in their practice, one theme is more common than any others. They frequently express the desire to have better quality clients, to increase their average fees and to be doing more interesting work. One sole practitioner accountant expressed this quite succinctly.
The ten mistakes I share below are based on the lessons I have learned from personal experience during which I was wearing one or other of the following four hats: 1 - A partner (in the past) in two large firms of accountants where I was responsible for writing pitches and fronting
Think about ten top accountancy brands. Or at least the ones you can remember. How many of those do you think your typical client would be able to name - or would even recognise? Once you move outside of the accountancy and finance professions, brand awareness drops off very fast. Even the
What are you selling as an accountant? This is a simple enough question, and knowing the right answer could make a profound difference to the success of your practice. Let’s start with what you’re NOT selling. As I explained in a recent blog post, You’re not selling your time. And you’re not
Many of the accountants I speak with ask me the same question. How can they best attract new clients? I will rarely offer advice however until I have found out enough about the accountant, their firm, their services, their likes and dislikes and what they have tried previously. The simple reason is
Most general practitioner accountants I talk with (and I talk with a lot of them) are, obviously, generalists rather than specialists. They started out as general practitioners and stay that way as their client base has always been quite disparate. Many of those who specialise do so only because they originally trained
In an ideal world, you would simply tell people that you are an accountant and your ideal prospects would then find you and ask to become your clients. Life isn’t like that. Even when these people do find out about your practice you need to have a process which brings them onboard
This blog post contains something I rarely do. It references a book I have read and want to recommend to accountants who are looking to the future. The Digital Firm is written by an accountant, Will Farnell, who also published it in 2018. The book is subtitled: How to change your accounting
A good few years ago I spent some time researching why so many people assume accountants are boring. I distilled their views down to ten key reasons which it seems I have not shared on this blog previously. So here they are for posterity, in no particular order! Accountancy and auditing seem boring -
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
In this blog post I will explain the reasons I advised an accountant that he did not need a website in January 2018 and also how I would adapt this advice going forwards. I initially wrote about this on Linkedin and sought feedback there. Within days that post secured over 24,000 views as well as
As a teenager, before I started studying to become an accountant, I was a children's party entertainer - and I continued doing this for about 25 years. When I look back I realise that I quickly learned 2 lessons that now, many years later, inform my thinking and advice to accountants. Specialisation I was
What does ‘closing the sale’ mean in the context of accountancy services? None of us like to think that we are in ‘sales’, so perish the thought that we might ever come across as a pushy sales person. In our world I suggest that 'closing the sale' means advancing the sales process to secure absolute
