Archive for the ‘Accounting marketing’ Category

Testimonials are one of my favorite low-cost but high-impact client attraction tools. Getting testimonials from clients is an important thing to do and creates a powerful tool for acquiring new clients. They create believability, credibility, and a sense of security for your prospects. They help to break down the natural barriers and distrust that skeptical prospects may have towards you or your practice at the onset. If you watch any infomercial, you will see that they are loaded with testimonials. That’s because they work.

Testimonials are a must have. If you don’t have clients, meaning you are just starting out, then get them from freebie clients who you’ve helped.

The key thing to focus on when asking for a referral is for it to be specific and for it to have provided tangible results. It could be something like: “I had this problem, then I started working with you and now my situation looks like…..”

You can also design a handout asking for tangible results since your time together. Use the worksheet I have provided. It will give you an exact set of questions to ask. This is a really efficient way to do it. You may hand this to your clients towards the end of a project.

You can provide the best accounting and tax services but if are not able to attract qualified clients to your CPA practice, your practice will stagnate.

Here’s what’s important.

The mental shift from “doer of the task” (doing accounting work, preparing tax returns, performing the analysis, etc.) to “promoter of your practice” (marketing your services) is vital if you plan on taking your practice to the next level.

I would say that over 99% of CPA practitioners do not make this mental jump from “I provide accounting services for a living” to “I market my CPA practice for a living.”

The CPA practitioner “doer” sees his or her role of providing their accounting/tax services as their primary role. The “marketing minded” CPA practitioner sees acquiring clients, retaining them and maximizing their total client value as their primary role.

Once I realized this, I started paying more attention to it and I began to see significant changes.

Send me your comments.