To keep growing your small accountancy firm, you need to be winning new clients. The articles below will help accountants to win new clients. But not just any client! The guides below will help accountants to win the bigger and better clients that they need.
Why great client service is no longer good enough to generate word-of-mouth referrals
If you want to win new, bigger and better clients, you need to make sure your client service is famous for the right reasons. Read any blog or book on client service or account management and you will hear about the importance of great client service. The books will tell you that great client service is the only way to generate word of mouth recommendations from your clients, etc etc etc. This blog post explores what is extraordinary client service and how to routinely deliver it in your firm. Read more
Guide to meeting an introducer for the first time: What you need to say and do to generate referrals
You are meeting a potential introducer for the first time. This article looks at what to expect from this first meeting and how to make sure it goes well, in order to generate a steady stream of future referrals from the introducer. Read more
5 types of referral friction you need to overcome if you want a reliable stream of referrals from your introducers
One of the best routes to winning new clients for a growing small accountancy firm is via referrals from introducers. In fact, just a small handful of well-placed introducers can help your firm generate all the new leads your firm needs to hit its growth targets. However, in order to get this reliable stream of referrals, you need to overcome 5 types of referral friction. This article explains how to overcome that friction. Read more
How to market a webinar so your clients and prospects actually turn up
Providing content-rich webinars to your potential (and actual) clients is a great way of marketing your accountancy firm and winning new clients, especially for advisory services. It's easier than you might think, and with more people used to attending webinars these days, it is effective too. Read more
Winning new clients - 11 quick tips to get more!
It's so annoying, you're working hard, have a better offer than your local competitors - but you're STILL not winning clients (well not enough to make the effort worthwhile). Now let's be more precise, you're actually working flat out, you've almost (but not quite) forgotten why you started your accountancy firm in the first place, but getting clients isn't happening properly.
Here are 11 quick tips to help you get more high fee-paying clients. Read more
Need to get better at converting leads? Here is why it is not about your selling ability
How many accountants (and other professionals!) have you heard say "if only we were better at converting leads that come our way"? Maybe you've said it yourself, maybe you hear it when networking with your peers. Actually I suspect that pretty much every accountant AND professional advisor can relate to this. From a personal point of view, there is nothing more galling that not converting a hot prospect. This article actually explores why sales professionals have got it all wrong over the years. Your ability to convert leads is less to do with your sales skills and everything to do with your marketing skills. Read more
How to use extraordinary client service to generate client referrals
Many small accountant firms rely on client referrals as their primary means of acquiring new clients. One of the ways to maximise your client referrals is to deliver extraordinary client service. Extraordinary client service isn't just good service, it's the type of service which will get your clients talking about how good you are. In this blog post we explore what drives extraordinary client service. Read more
Buying behaviour for accountancy services has changed. Have you kept up?
If you want to win new, bigger and better clients, you need to know that the way people buy accountancy services has changed and continues to evolve. Be honest, you know buyer behaviour has changed; but has your behaviour changed? Do your marketing priorities reflect changes in the way your prospects look for and buy your services, or do you (especially when needing to top up the pipeline) reach out for the tried and tested methods of business development? Read more