Lead gen and biz dev 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.

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.

Help and 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.

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:

  1. The advisers do not REALLY understand the accountancy market
  2. They start work without first clarifying EXACTLY what type of clients you want to win
  3. You expect them to help you win valuable clients without first clarifying what makes your practice special and different
  4. They are only able to generate leads from people looking for a cheap accountant
  5. You only want to pay for results – so they have no reason to invest in finding out enough about your practice before they start.
  6. They have their preferred approach and this isn’t best suited to reach the type of clients you want to win
  7. 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.

Help and 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.

The 5 Ms

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

Social Media 

In some specific and limited cases social media may be appropriate. For example if your target market is very active on Instagram, Facebook or Twitter.

However, most of the accountants I work with want to win more substantial business clients. The social media and marketing people from those businesses MAY be active on social media platforms. But it is less likely that the owners and decisions makers will be.

Unfortunately many accountants get sucked into paying someone to do their social media for them without first checking whether this is a strategy that will deliver in practice, rather than in theory.

NB: Way back in 2012 I was first identified by Accountancy magazine as being the most socially networked accountant in the UK. Since then I am the only person to have consistently been ranked as one of the most influential accountants on social media. So I have a degree of authority when I point out that most accountants are wasting time and money and hope on social media activity as a lead generation resource.

Help and 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.

Linkedin

Linkedin is THE online business networking site. It’s quite distinct from the social media sites. And, in many cases, it is often the best way to secure leads to the clients you really want.

I have over 100 recommendations and over 11,000 connections on Linkedin as I have been active and experimenting with the platform since 2008. I don’t accept random connection requests and I rarely see any spam messages.

2010 was the first time I delivered a talk to accountants specifically about Linkedin. Since then I have advised and trained thousands of accountants how they could use Linkedin for lead generation.

If you would like my help, guidance 1-2-1 or a more formalised interactive online training session for your team, please get in touch >>>>

Mark’s Virtual and 1-2-1 support

Mark Lee is an accomplished and entertaining professional speaker, workshop leader and mentor. He is equally at home presenting interactive virtual or live talks and training sessions. And is happy working 1-2-1, with small teams or for larger groups.

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.

Lead Generation and Business Development

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.

Virtual 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.

Your options

29 mins – £325 (plus VAT) for this quick session via Zoom. Little time for interaction

58 mins – £599 (plus VAT) for a more relaxed session via Zoom with some time for interactions

87 mins – £799 (plus VAT) for this relaxed deeper dive via Zoom with more time for real time tailored examples and Q&As

1-2-1 Linkedin Q&A coaching clinics

These are more cost effective and focused entirely around your questions, debunking the hype and helping you move forwards:

29 mins – 1-2-1Book your slot here

58 mins – 1-2-1  – Book your slot here

Book Mark

What Makes Mark Lee STAND OUT?

Mark is regularly described as an entertaining, engaging and inspirational presenter who evidently has a lasting impact.

By profession Mark is a chartered accountant but he has never fitted the archetypal stereotype. In the early 1990s Accountancy Age magazine regularly pictured him and referenced his love of magic tricks in their back cover features on unconventional accountants. He has since been described as ‘the most networked accountant in the UK’ and is regularly ranked as one of the most influential speakers and commentators online. For many years he was one of the ‘go to’ accountancy personalities when the media wanted credible and independent quotes or interviews.

From the start of this century Mark has been invited to speak at dozens of prestigious conferences and seminars for accountants and other professionals. In 2006 he chose to move away from being a tax adviser, preferring instead to focus only on those elements of his career he had most enjoyed over the years – speaking, writing, mentoring and facilitating.

As his bookmark shaped business cards note, Mark is also a ‘debunker’ keen to dispel myths, misconceptions and hype related to those topics of which he has a deep knowledge and interest.

To discuss whether Mark is available and right for your event, conference or workshop, Contact Mark on mark@bookmarklee.co.uk , phone 07769 692890 or book a convenient time to speak with him using this link >>>

Insight into my Talks

New for 2018: The rise of Robo-Accountants and how to beat them

We all know about the rise of cloud accounting, the move to commoditise compliance work and the likely impact of MTD. But what is there a little further around the corner? What are the key changes and developments that we need to start preparing for in the coming 12 months if we want to compete successfully, grow our practices or even remain in practice? Some of the topics addressed in this entertaining talk are exciting and liberating. Some are scary and some could mean bigger changes than ever before in the way we run our accountancy practices, service our clients and earn our living.
Key takeaways for your audience include:
  • Increased awareness and understanding of how technology will change the role of accountants
  • How your practice will really be impacted by key changes and developments
  • What you can do to benefit from and exploit the related opportunities

Title: Be ReMARKable and show you are more than just another….

The key to achieving greater success in your field often requires you to be more influential and to better evidence your credibility. At the same time you need to make it easy for people to Remember you, to Refer you and to Recommend you (3Rs), more so than your competitors. This is equally true for your face to face interactions and for those you have online too.

Mark’s keynote talk is built around his easy to recall framework of 7 simple success strategies. The more of these you choose to apply the more likely you are to win more work and to be remembered, referred and recommended. But the choice is yours. Unlike some speakers Mark doesn’t demand that everyone follows the same route to success or that the same techniques will work for everyone.

During this entertaining, illuminating and distinct presentation you will learn:
    • Why you need to STAND OUT in a positive way from others who do what you do
    • The 4 suits approach to having more powerful conversations
    • Key elements of effective online profiles
    • How to adopt the 3Ms to avoid wasting time and money on your marketing and networking
    • How to adapt your presentations so they have more impact
    • The 7 fundamental principles that determine how well you STAND OUT from your competition

Title: Debunked: Social media lies and how to really make it work

Love it or loathe it, social media isn’t going away.  On the one hand it is wildly misunderstood. On the other hand it is vastly over hyped. Professional firms can choose to ignore social media but, in so doing, will probably miss out on various related benefits and opportunities. Equally, it is all too easy to invest time and money that is never going to deliver the desired objectives.

Mark has presented this session as a keynote talk and as a longer interactive workshop at firms’ away days. He started using social media in 2006. By 2011 Accountancy Age described him as one of the most socially networked accountants. He is now consistently one of the highest ranked online influencers of the accountancy profession.  However he remains cynical about the way that some people hype up the benefits of social media. As an independent user and commentator he has no agenda beyond ensuring that his clients have clear achievable commercial objectives.

During this entertaining, illuminating and debunking presentation you will learn:

  • what is and what is not possible on each social media platform
  • why it is important to treat Linkedin very differently to other platforms
  • how to get most value from each social media platform
  • how to use social media for lead generation, and
  • how to avoid wasting time and money on social media activity.

Title: Using Linkedin to STAND OUT and win more business

Linkedin is quite distinct from other forms of so-called ‘social media’. Over half of the UK business population has a profile registered on Linkedin, so clearly it is no longer a focus only for recruiters, job hunters and spammers. It has enormous potential value for lead generation and related business activities.
Accountants don’t need to be Linkedin experts to get more business through this amazing online business networking facility. Whether you like it or not, it’s another ‘shop window’ for your wares and enables your prospects to compare you with your peers. It’s also a simple route to finding more prospects and business.
Mark is recognised as one of the highest ranked online influencers in his profession and among UK speakers. He has been an active user of Linkedin for many years and now has over 6,500 connections on the site. He rarely connects with complete strangers, rarely receives spam and rarely gets ignored on the site. He has received over 100 recommendations on the site and many hundreds of endorsements on his profile.
Audiences for this talk (which can also be presented as a more detailed workshop) will learn:
  • The single biggest mistake most people make on their Linkedin profile
  • 5 key elements of your profile that determine whether it works for you
  • 3 simple ways to find your ideal prospects on Linkedin
  • How to save time networking (on and offline); and
  • Loads more practical tips and advice borne of experience rather than hype.

This session is always content rich, practical and commercial. Unlike some Linkedin experts who present generic advice Mark always tailors his talks and masterclasses to specific audiences. Alongside his positive advice and enthusiasm he also debunks myths, hype and misunderstandings – especially as regards social media and Linkedin.

Other talk titles:

  • Play your cards right to win the referrals game
  • How to ensure that your Networking activity is more successful and more fun
  • How to overcome the hype and make a success of social media
  • Easy ways to boost your profits and practice with advisory services
  • How to better understand and do business with accountants