Telemarketing companies who focus on securing new clients for accountancy businesses tell me that they have never been busier. And there do seem to be a number of such specialist firms – in addition to the more general telemarketing companies that simply work for accountants as and when engaged to do so.

Some telemarketers are more effective than others. But effective or otherwise they are all calling the same corporate clients – probably including some of yours.  They source targets from local trade lists, Companies House data, Commercial list brokers and anywhere else they can trace key information.

The telemarketers generally offer the people they call tax reviews, to reduce tax bills and to provide a more hands on service. The better ones will find out what the client isn’t currently getting from their accountant and then introduce someone who promises to provide such a service.

Now, to be fair, many accountants who use telemarketing companies complain that the target client was only interested in reducing the fees they pay for accountancy services. And, as such, the introduction secured by the telemarketer was a waste of time.  Leaving such situations aside, on other occasions it often isn’t hard for a newcomer to promise a client more than they are currently getting – more attention, more advice, more reasonable fees and so on.

The question then is: How loyal will your better clients be when they are approached? And it is ‘when’ rather than ‘if’.

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