Accountancy client surveys – all you need to know
Do you really know what your clients think about your firm and the services you provide? Is this based on gut instinct or because, having not received any feedback, you assume that all your clients are happy? Accountancy client surveys must ask the right questions before we can be sure we know what our clients […]
Raising your practice’s profile
The main source of new work for most accountants and professional services firms is word of mouth referrals. However, as well as getting a good recommendation from a friend or business associate, most people will want to do their own homework on you, before they make contact. Having a strategy for ongoing profile raising activities means that potential new clients can ‘check you out’ themselves, before starting a conversation with you.
What’s your ‘keep in touch’ strategy?
Many of you will already have in place a range of communication activities to keep in touch with your clients throughout the year. These may include newsletters, invites to seminars and events, or perhaps birthday or Christmas cards. These communications aim to keep your clients up to speed with business or tax developments that may […]
Are your marketing goals realistic?
Question – Are your marketing goals realistic? If your answer is one or more of the following: We want more clients We want to increase turnover We want to add value to existing clients you are doomed to fail. You have to quantify exactly what you want. When you know what the end-game is, you […]
Why your marketing isn’t working
Why don’t you get a good response to your marketing activities? You’ve invested time and money into a marketing campaign and you’ve received little or no responses, let alone new business.
Is your firm creating the right first impression?
How good is your firm at answering in-bound calls? Your receptionist (or whoever answers the phone in your firm) is usually the first point of contact for clients, prospects, business associates and suppliers. In the case of prospective clients, this call can often be their first and lasting impression of your firm. With that in […]
Survey results – what do clients think about your communications?
Prior to my recent presentation at Accountex, I carried out a small survey targeting business owners on social media. The aim was to get a client’s perspective on how well they rated their accountants on different forms of communication. The survey had two questions from which respondents had to give a score of between 1 […]
Referrals alone won’t win you new business
Most accountancy firms grow by getting referrals from existing clients, third party introducers, friends or family. As a consequence, many firms feel that they don’t have to do other marketing activities. But they are wrong. Today’s successful firms take a proactive stance in asking for and giving referrals. However, they also know they need supplementary […]
You need to be personal as well as digital
The digital age is here to stay and for accountants and business owners alike, this presents many opportunities. The need to do things faster and smarter and where possible more automated is, in most instances, the right thing to do. However, the drive to be more efficient and use technology to run your business shouldn’t […]
Marketing starts the conversation
When it comes to marketing accountancy (or any other professional firms) we need to remember the fundamental principle of doing business – people buy from people. Your marketing activities should have one sole purpose, to get people to start talking to you. As mentioned many times in Momentum’s e-shots and blogs, the key to successful […]