Lead Generation & Biz Services
As you’re on this Lead Generation for accountants page you’re probably interested in gaining more leads for your practice. Might I suggest that this is too broad an aspiration? You will need to be more specific.
What we want
To be Remembered, Referred & Recommended
The 3 Rs is a reminder of what most accountants really want: To be better Remembered, Referred and Recommended to the right sort of prospects.
At the headline level the accountants I work with want more clients who are willing to pay decent and fair fees. But for what work? The same old tax returns, accounts and compliance work you have done for years? Or do you want good leads who need something more than that?
Until you are clear about the type of leads you want you will struggle. You will waste time and money and you will probably be disappointed by promises of speedy results from people who don’t really understand the accounting profession.
The 5 M’s
For your marketing or lead generation activities to be successful you must follow the 5 Ms – in sequence
M – Motive – Be absolutely clear what your objective is
M – Market – Focus on just one clear and specific target market at a time
M – Message – Convey one consistent message to your Market
M – Media – Select the Media that will best help you get your Message to your Market
M – Method – Adopt the tactics suited to that Media that will best enable you to get your Message to your Market
Linkedin and Social Media
Mark has been an active user of social media for many years and has long been among the highest ranked online influencers across the profession. Once very active on twitter where he had over 8,000 followers he prefers not to engage there any more. Instead he is making more use of his facebook business page and his YouTube channel. Mark's advice to accountants about social media has always been the same: It is only worth spending time on those platforms where you are likely to be able to reach and influence your target audience.
Mark’s full career profile is set out on his Linkedin profile along with over 120 ‘recommendations’ from those with whom he has worked. He has also amassed many hundreds of endorsements on Linkedin where he has in excess of 15,000 followers despite neither seeking nor accepting random connection requests. His SSI (Linkedin ranking) is always around 80/100 - about the highest for anyone without celebrity status. For some years Mark has posted new and engaging content on Linkedin at least 2 or 3 times a week.
Help & Support
You can engage me to help you 1-2-1 or to work with your team to ensure they are capable of doing the necessary to generate and convert the type of leads you want for your practice. (More details at the foot of this page)
Avoid Disappointment
Do not even consider paying someone else to generate leads for you before you are really ready.
There are loads of telemarketing and telesales companies out there as well as marketing consultants, social media ‘experts’ and other advisers who will promise you the earth.
I rarely see or hear accountants who feel that their investment in such services was worthwhile.
There are at least 7 reasons for this:
- The advisers do not REALLY understand the accountancy market
- They start work without first clarifying EXACTLY what type of clients you want to win
- You expect them to help you win valuable clients without first clarifying what makes your practice special and different
- They are only able to generate leads from people looking for a cheap accountant
- You only want to pay for results – so they have no reason to invest in finding out enough about your practice before they start.
- They have their preferred approach and this isn’t best suited to reach the type of clients you want to win
- Their approach fails to attract the type of clients you really want
Quick Wins
Of course you want quick wins. Everyone does. Maybe you’ll get lucky. In real life you need to take some key actions to maximise the prospect of success from your lead generation activities. None of these are hard and no one can do them for you – at least not without your input.
Training Sessions
Virtual training sessions
For virtual training sessions Mark recommends the flexibility and familiarity of the Zoom platform. He can adapt to work with most other virtual platforms but, the little differences can impact the smoothness of his presentations.
Over the years Mark has been regularly commended for his virtual training sessions as well as (pre COVID-19) for his keynote speeches and talks at conferences for professional bodies, associations, banks and professional firms.
Options
half an hour – £390 for this quick session via Zoom. Little time for interaction
an hour – £750 for a more relaxed session via Zoom with some time for interactions
90 minutes – £1050 for this relaxed deeper dive via Zoom with more time for real time tailored examples and Q&As
Virtual Training Sessions
For your office, firm, group or society
Sessions include:
MMMMM – Mastering the 5 Ms for you and your firm
Ideal if your business development activities are a little unfocused and you are struggling to win the new clients and work you really want to be doing.
How to be remarkable and more than ‘just another accountant’
Explore the options and choose how you want to stand out and be better remembered, referred and recommended.
Creating a MAGIC Linkedin profile
Even if you do not plan to be active on Linkedin, this is a necessary step to getting any real value from this online business networking platform
Linkedin success in 15 minutes a day
Stop wasting time on random activities and focus on doing what will ensure you get the best return on your time.
Lead generation using Linkedin
Basic and advanced opportunities to use Linkedin effectively to source the leads you really want.
Debunking the social media hype for accountants
You can only hope to get success from social media when you understand what does and what doesn’t work and how each platform operates in real life – beyond the hype.
Adapting his talks to suit you and your firm Mark always shares dozens of ideas that will help you secure the leads you really want and to take your practice forwards in this new reality.
1:1 Coaching Clinics
For virtual sessions Mark recommends the flexibility and familiarity of the Zoom platform. He can adapt to work with most other virtual platforms but, the little differences can impact the smoothness of his presentations.
Over the years Mark has been regularly commended for his virtual sessions as well as (pre COVID-19) for his keynote speeches and talks at conferences for professional bodies, associations, banks and professional firms.
Simply choose which you would prefer
30 mins – 1-2-1
60 mins – 1-2-1
You’ll find further details of Mark’s wider mentoring services and packages here >