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

By |2019-08-12T11:46:07+00:00August 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

How to do better than simply say that your business grows through referrals

By |2019-07-16T09:52:45+00:00July 16th, 2019|Accountants, Business messaging and branding, Marketing and promotion, Networking|

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

How self confident are you, really?

By |2019-04-30T20:54:32+00:00April 30th, 2019|Accountants, Business messaging and branding, Conversational impact, Experience and expertise, Marketing and promotion, Networking, Sole practitioners|

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

Are you prioritising the right type of training?

By |2019-03-12T15:11:08+00:00March 12th, 2019|Accountants, Career development, Dependability and trust, Experience and expertise, Key Business skills, Networking|

Weird question? I know. But stay with me for a moment. For as long as I can remember accountants have treated CPD as being synonymous with technical training - by which I mean technical updates and courses intended to explain new rules and regulations. And surely we have to prioritise such training?

Practical solutions for accountants who don’t want to choose a niche

By |2019-02-05T09:52:08+00:00February 5th, 2019|Accountants, Business messaging and branding, Experience and expertise, Marketing and promotion, Networking|

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

What are you really ‘selling’ as an Accountant?

By |2018-09-16T16:44:37+00:00September 18th, 2018|Accountants, Business messaging and branding, Experience and expertise, Marketing and promotion, Networking, Sole practitioners, STANDING OUT, Starting out|

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

If you cannot ‘complete the sale’ you’ll struggle to win new clients

By |2019-02-21T13:38:44+00:00June 12th, 2018|Accountants, Following up, Key Business skills, Marketing and promotion, Networking, Starting out|

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

How to short-cut the Networking process

By |2018-05-22T23:06:51+00:00February 27th, 2018|Accountants, Networking, Reputation|

Networking is not for everyone. Whilst some accountants enjoy attending regular networking events, I regularly hear tales of woe from those who find it a frustrating waste of time.  There are also plenty of accountants who do not like the idea of chatting with strangers very appealing. You will rarely meet someone at a networking

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 technical skills enough for sole practitioner accountants?

By |2018-07-12T07:28:09+00:00July 13th, 2016|Accountants, Key Business skills, Networking, Sole practitioners, Speaking skills|

Most sole practitioners are justly proud of their technical skills. It is also common to find that some sole practitioners undervalue the importance of ensuring that they have all the business skills they require to be profitable in the short-term and successful in the longer-term. At best only lip-service is paid to the development of non-technical

How to network without networking

By |2018-06-17T18:16:12+00:00December 3rd, 2013|Accountants, Conversational impact, Networking|

During the course of my career I have attended hundreds of events where professionals and business people could network. More recently, since I went freelance in 2006, I have also attended many more generic and local business networking events. These are very different and are more likely to attract some inexperienced networkers whose prime

Five ways general practice accountants can choose a niche

By |2018-06-09T18:02:56+00:00September 14th, 2012|Accountants, Business messaging and branding, Conversational impact, Experience and expertise, Marketing and promotion, Networking, Starting out|

It is generally accepted these days that you will benefit more from advertising, marketing, networking and referrals if you focus on a recognisable niche.  Let everyone else continue trying to be all things to all people. But, if you are like most accountants in practice you don't think you have a specialist focus. You

What Networking IS and what it is NOT

By |2018-06-18T08:18:05+00:00August 2nd, 2012|Accountants, Networking|

At its heart, networking involves meeting up with people in the hope that you will build profitable relationships with them. The emphasis is likely to be on building business relationships but social and even romantic ones could develop too I suppose. Many of the same principles apply whether you are networking online or in

You have to use different bait to attract bigger fish

By |2018-07-09T08:45:03+00:00July 26th, 2010|Accountants, Conversational impact, Experience and expertise, Marketing and promotion, Networking, Social Media|

A sole practitioner accountant recently asked me how could he attract the 'bigger fish'? In effect he wanted to know how he could start to attract and win clients who would be prepared to pay bigger fees. He said he wants to more than double his average fee - moving from around £600 upto

The “you never know” syndrome

By |2018-06-17T18:21:49+00:00July 16th, 2007|Accountants, Networking|

I once worked with a guy (let’s call him ‘Sam’) who went to lunch with anyone and everyone; he attended more one to one meetings with other professional advisers than anyone else I have worked with. His intention was clear BUT the level of his work referrals never seemed to warrant the time and