Looking To Expand

Small practice, new to the area, what advertising works

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I run a small practice with enough clients to keep me going, but I would like to expand.  Sales are my weakness, (quite happy in a corner with my numbers), but I was wondering if anyone had experience with either sending out information/cold calling etc, or would I be wasting my time.  I have quite a few referrals from my own clients, but I would like to get some businesses in the local area.

Sorry if I'm posting this on the wrong page.

Thank you

Replies (10)

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By Harrison88
15th Feb 2017 12:43

Depends on what type of client you are targeting. Think about that first and then consider how most of those target clients will see your advert/message.

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prince
By PrinceVultan
15th Feb 2017 13:15

I am a recent startup (general practice) and all of my clients have come from google/facebook/paid for leads so far but I am about to buy a marketing list to target local businesses to see if that is successful/better value overall. I'll be including an introduction, my typical fees plus a tax tips sheet for soletrader/LTDs.

I was told to expect a low initial response rate (10/1000). Of those 10 I'll be happy to repeat again if I convert 2-3 to actual clients.

I'm expecting the cost per client to be higher but I'm also doing it to get my name out there generally so that when someone is looking to move they might remember my little practice/pass my business card/postcard on (wishful thinking probably).

Good luck.

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Caroline
By accountantccole
15th Feb 2017 17:10

Demonstrate that you are an expert on social media groups, share knowledge, topical items. I have had lots of conversations about marriage allowance and making tax digital recently.
Most of my work comes from face to face networking, mostly BNI but chamber of commerce etc also work. If you are happy to work with start ups the chambers can be a good source of leads if you are happy to do some free meetings to get people started.
I would always choose the above over cold calling or letters.

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By JDBENJAMIN
17th Feb 2017 10:57

I found in the past that carefully targeted mailshots get a response rate of 5/100, of which you can turn 2 or 3 into a client. However, good targeting is essential, or response will drop well below 1/100, and it will not be worthwhile. I found that (here in Croydon) responses dwindled if I sent mailshots to businesses more than about five miles away.

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7om
By Tom 7000
17th Feb 2017 15:47

1/100 on a mailshot if you are lucky

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By Emmamay106
17th Feb 2017 17:19

Add yourself to local facebook groups and keep an eye out for people asking for accountants or tax services or advice and often these lead to something- this is how we built our business. Didn't have to pay for advertising at all. Depends how quick you want to grow I guess and your current network.

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By Southwestbeancounter
17th Feb 2017 19:36

I haven't advertised for almost 20 years now but when I did advertise I found that small adverts in local journals worked best rather than Yell etc. Even advertising in the local Parish News (for £30 a year!) brought in work and all the clients were on my doorstep. Obviously Facebook wasn't around then but I would definitely also use that route now as it is a quick, cheap and easy way to get people to notice you. I started by subcontracting to two larger firms almost 30 years ago and building up that way but you appear to have already gone past that stage.

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By pauljohnston
18th Feb 2017 08:28

You may consider joining an accounts group such as 2020 helpful in this area as it provides newsletters and other help to increase your clents. One thing I have learned is that concentration in one area or being a specialist means you will get greater hits in that area. Also set your fees now at a realistic rate and this will stop you taking on the everything for nothing clients

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By RPTAS
18th Feb 2017 11:19

Bone up on MTD. In 2 years time you'll have clients coming out of your ears.

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Replying to RPTAS:
Man of Kent
By Kent accountant
18th Feb 2017 12:57

Definitely, get your processes, fees and marketing right - get a few self employed on board and they'll all tell their mates how great you are.

You'll need to make sure they form an orderly queue.

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