Category Archives: Lead Generation

Client frustrations will happen: use your learnings to strengthen your firm’s marketing

  You’ve had an issue with a client. You’re both feeling annoyed and frustrated, and

15 ways you can incorporate selling into existing client relationships so selling is easier for them and for you

Selling feels like something which is primarily for new clients. You got the new client,

How to measure progress with your marketing so you know what’s working and what isn’t

  You are busy. You are trying to do all the things. You’re doing some

better leads for your accounting firm
Better, not more: Helping your marketing draw in the right people (and send the wrong ones away)

Good marketing isn’t about getting more leads. Even if you think you want more leads, often

Why marketing isn’t the thing to cut, when you get busy

There could be a number of reasons you’re considering putting marketing on pause. You might

Do I need to be marketing if I don’t want new clients?

You’ve got enough work. You don’t really need any more clients right now, and in

What if our website turns away people who think they aren’t the right size of business for us?

You know who you want to work with and you’ve built your website to reflect

Can I use LinkedIn to make genuine connections with ideal clients?

It’s easy to be turned off by LinkedIn. With all the professional jargon, random DMs

How can I start marketing NOW?

We like you because you’re ambitious. You are enthusiastic about marketing and you want to

Testimonials: now I have one, what do I do with it?

You have a client testimonial and you know that using your client’s words in your

What to do when you lose a client
What to do when you lose a client (or multiple clients) and you want to cancel everything

It’s happened. That big client you knew was a major portion of your revenue, and

When is best to follow up a proposal
When is best to follow up from a proposal?

You had a call with a client you’d like to work with and it went

Online Networking
How can I meet prospects online when I’m used to in person networking?

Regardless of where you traditionally do your networking, the ability to reach more people always

get leads quick
What’s the quickest way to get leads for my accounting firm?

You want leads and you want them quick. That’s fair enough when you consider the

coffee mug begin
When is my accounting firm ready for paid social or google ads?

Paid social can be enticing. The promise of leads, bought and paid for delivered to

dark video
How to record video with screen share for your clients

“People buy from humans.” You hear this all the time. Your prospects need to know

marketing analytics roi
The direct link between accountant content and better marketing numbers

Accountants are creating content like never before. Your three enemies to marketing – fear, perfection,

What are your thoughts on CRM and marketing automation software for accountants?

When it comes to CRM, there is no system out there which is perfect for

use video to convert prospects to clients
How do videos convert people into clients?

So you’re ready to really get into video for your accountancy firm. You realise it’s

karen reyburn
How to make sure the marketing manager at your accountancy firm brings in the business you want

It’s tempting for accountants to hire a marketing person (either in-house or outsourced) and presume

Is it a good idea to hire a marketing intern or assistant for my accountancy firm?

In a word, yes. First, the more marketing support your accountancy firm can get the

Build a content progression model to get a drip feed of new leads

Overheard in the pub: “Hey, you seem like a nice person. Want to get married?”

What if your marketing works TOO well?

Getting new leads is the goal. Right? Well….sort of. I’m always fascinated when I talk

Make it harder (not easier) for prospects to become clients

The level of competition currently affecting accountants means that it’s tempting to take any and

Using social media to build local relationships for your accounting firm

In the past five or so years, there’s been a shift in how people use

9 reasons your accounting firm lost that job

One of the most discouraging things for accountants is going through the whole proposal and

End of the world marketing: why you’ll always need a marketer

The dying rays of the sun did their best to pierce through the smog and

two bucket rule ROI accountants
The “two bucket rule” of marketing ROI for accountants

You can no longer evaluate marketing ROI based on individual efforts. It’s so tempting for

Strategic partnerships: the holy grail of marketing

You’ve often heard me say that there is no magic wand in marketing. That there

How to get clients to spread your word (in the right way)

We know that it hurts to spend resources on marketing while staying profitable, especially when

How to lose clients and influence nobody

This week’s tip, I am sad to say, is a real-world scenario that happened to

An honest approach to marketing – time to ditch your old-school advertising

What is advertising? Is it the Mad Men-style brashness and slick straplines of the 50s

The reason the ‘slow burn’ marketing works… in the long run

The reason the ‘slow burn’ in marketing works is that people need to be ready

7 reasons you need to be seen as a visible expert in your accountancy firm

As promised in last week’s tip, I’d like to share some thoughts from the Hinge

You need to be a visible expert.

One of my favourite research organisations is the Hinge Research Institute. I particularly like the

Make your primary call to action something besides a phone call

Is the primary call to action on your website ‘Call us’? (or some variation) If

Showcase The Exciting (Your Clients)

Following a previous tip in which I encouraged accountants to embrace the boring, today’s tip

Google and SEO for Accountants at the ICAEW Growing Your Practice

Yesterday I had the opportunity to speak to a group of ICAEW accountants about Google

Networking Made Easy….with Legos

This week we came across a brilliant post by our friend Andy Bounds, on networking. 

Website interaction: Turn your website visitors into customers pt 2

Following last week’s blog about how to turn your website visitors into customers, by now

Turn your website visitors into customers (part 1)

Lots of accountants focus on website visitors – how can I get them, and how

4 Epic Pitfalls to Buying An Email List

This post comes to you courtesy of Dave Coghlan, who’s currently working with Experian on

My experience as the prospect of an accountancy firm

A few months ago I had an experience of looking for an accountancy firm myself. 

The right kind of referral and how to get more of them for your accounting firm

One of the best ways for accountants to get more business is by referral, and

Why giving away the answers actually brings more questions (and to you, more business)

Most of you are familiar with the concept of “give to gain”.  It has been

“You go in there like Rambo. You take them down.”

This week I was talking to one of my clients, an accountant in the States. 

Guest Blog: Top 10 LinkedIn Tips for Accountants

This week we’re happy to provide a guest blog courtesy of Paul Lawrence. This ties

Systemising your testimonial process so you get more and better testimonials for your accountancy firm

One of the means of helping your target market want to work with you is

Creating new content every week is a lot! This is time not spent earning money!
Great online marketing success is the result of spending either time, or money.

You can achieve great online marketing success in one of two very simple ways.  Time,

More Blogging, More Leads

It’s a fact.  Increasing the total number of blog posts on your website, and blogging

Never Pass Up A Speaking Opportunity

Business is built on trust. Whether it’s a brand-new company or a global corporation, the

Be Patient. They’re Just Not Ready Yet

“I’d rather hear the ugly truth than an obscure lie.” – Ana Monnar In sales

The Kings and Queens of Skim

This is what they read because they miss ninety percent of it. It is absolutely