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

By |2021-07-13T11:06:26+01:00July 6th, 2021|Accountants, Business messaging and branding, Lead generation, Marketing and promotion, Mentoring, Networking, STANDING OUT|

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 this if you must. Tell me that

Why you need to tell people who you are – beyond being an accountant

By |2021-06-28T13:32:35+01:00June 29th, 2021|Accountants, Appearance, Business messaging and branding, Experience and expertise, Marketing and promotion, Networking, Referrals, STANDING OUT|

No one is 'just an accountant'. And you know that already. But how clear do you make this on your website, your online profiles and when you are networking? Lots of accountants make the mistake of assuming they only need to evidence their credibility as an accountant. And it's true that sometimes

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

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

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

Short term or long term marketing?

By |2020-09-07T18:07:55+01:00June 9th, 2020|Accountants, Facebook, Linkedin, Marketing and promotion, Social Media, Sole practitioners, Twitter|

What's more important to you? To spend time on promotional activities that don't seem to cost anything or to get cost-effective results from promoting your services to people who you know are looking for someone like you? Many accountants, bookkeepers and tax advisers spend time on various social media platforms, on Linkedin

Generating the business you want without networking

By |2020-11-20T10:00:16+00:00May 20th, 2020|Accountants, Business messaging and branding, COVID-19 related, Marketing and promotion, Networking|

Did you attend networking events before the lockdown? I know loads of accountants don't like the concept. Others do it reluctantly and some actually enjoy it.  The same is true for those online networking events that have replaced face to face events during the lockdown. In my experience you probably have one

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

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