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New clients referrals – any suggestion
Posted by asimmalik78 on Sat, 29/08/2009 - 23:12
I have setup my practice three years ago on part time basis working from home and only had £6000pa turnover so far. I have advertised in past in the local news papers and on business directory websites and gumtree, however didn’t attracted any clients. I have looked into the options of franchise however its costing a fortune plus these are mainly for the full time firms. Other options I looked into are some website which are charging £25/referral however most of them do not seems credible. The options I am looking for is Google add words with a limited budget or any other type.Can anyone suggest what shall I do.
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Some ideas
A friend recommends the following approach. He hands out his business card on trains (first-class compartments are particularly useful). When going down a street, he hands cards to people he passes, including window cleaners, builders, decorators, TV aerial installers etc etc. He tries to engage them in conversation by saying 'would you like to save tax?' and similar remarks. The new CIS proposals offer a good intro when talking to people in the building trade. His success rate may be only one in 100 or so, but this is a very cheap form of advertising.
Networking
I would suggest that you network, there are many networking opportunities out there and if you get yourself out there and people like you they will soon use your services or pass your details onto others that will. Good luck!
People don't refer work to a business card
If you're offering a professional service I wouldn't bother handing out business cards to strangers.
Fewer people than ever seem to be looking for new accountants in yellow pages or by remembering that they saw an ad in the local paper (or anywhere else).
Far more people are asking friends, family and online contacts who do they know? Who can they recommend? Who’s a good accountant? I’m witnessing this happen almost daily on online business forums and on ’social’ networking sites.
What this means is that your marketing strategy (of which any advertising is only a part) needs to include educating your clients, contacts and family as to the types of referral that would be of most interest and value to you. The more specific you can be the more likely you will be to secure those referrals.
I wouldn't bother with Google Ad-words either I'm afraid unless you have time to understand how this medium works. Otherwise you will simply pay for people to click on an ad-vert that links to your website. This is pointless unless this persuades them to call or contact you AND answers the question that prompted them to search online and then to click on your advert.
If you want low value clients who are searching for a cheap accountant then by all means add your details to one of the sites that sources work for accountants. And ensure you follow up convincingly if you are matched with a prospective client.
I've shared loads more tips and advice for ambitious accountants like you on my blog: http://bookmarklee.wordpress.com
Good luck!
Mark Lee
http://TaxAdviceNetwork.co.uk
Getting clients
When I started I did the following:
Emailed everyone in my contacts - friends, relations, business, etc.
Advertised in the local papers under the "Experts" section.
Advertised in parish magazines and residents assoc. newsletters.
Rand every local firm of accountants in Thompson Local. By the time I got to "C" I had two excellent subcontract jobs which kept me going whilst my own clients came in.
Network via any accountancy related training groups, etc.
Hope that helps.
John.
Based on our experience I would have to disagree with Mark on some points
Networking can increase clients but not in a hurry.
Referrals are great but you need clients and or contacts to give these to you.
Our experience is that it costs money and there is a time lag before you get the referrals. Make sure that you know what type of clients you like, if you are going in on price have a detailed summary so that the client knows what he is getting and what you are supplying.
Register with yell.com and point referees to your website.
Have you a good website? Contact Keith samuels at www.accountantwebsmiths.co.uk For a modest monthly layout you can have a top website.
Optimise your website
Strange as it may seem I have found that how you dress when seeing clients matters. In my case a suit is really important.
There are no short cuts
Business cards again
I strongly believe that the business card approach is the most cost-effective. However, you should always choose the recipient with care; don't just hand them out to everyone. Also, you should engage the recipient in a bit of chat at the same time as handing out the card.
ways to get business - accountingweb!
How about writing a reply on here and trying to sell your services to other accountants! hey, if anyone needs guidance or advice on IR35 or any issues relating to Ltd company contractor clients, then please contact me, Gavin from MG Contractor Services! I would pay out a referral fee for any new client introductions. I will write another post in 30 days time or so to let you know if this type of "marketing" works! :-)
Best wishes
Gavin Fernandes
-- Gavin Fernandes ACA, CTA - www.mggrouplondon.co.uk
Direct Targeted Markshots
I think that there was recently an article on aweb about the dangers of indifference can have on an accountancy firm, ie if a client feels that their accountants doesn't care if they remain their client or not more then likely they will loose that client. However, in my experience, many clients that feel that indifference will not actually leave that accountant because generally there are more important things to do and it is awkward and a pain in the bum. But, if a client is feeling generally that there accountant does not value their business and a carefully worded, polite and succint letter lands on their desk from your firm it is likely that you will be the first one they call when they finally have had enough. Targetted mailshots are aren't cheap and can often be a long term strategy, but if you get the letter right can be an excellant source of new customers. It is certainly worth heralding your commitment to ensuring your clients feel you value their business. And if you are able to carry off that ethos it will not be long before the referrals are streaming through the door.
I wouldn't advocate spending much on a website. I use a sitebuilder called webeden which charge me about £3 per month, allowing me to create my own website from one of their excellant templates. I've kept it clean and to the point, without too much garbage and use the home page to shout about my 3 usps. I think a lot of prospective clients are comforted to know there is a web prescense and will have a quick scoot about the site.
I'm also not a big fan of networking. It just doesn't sit well with me and I think that is just my personality. It most likely works well if you are very outgoing. I just feel uncomfortable and as though I am trying to give the hard sell.
Finally, I would not waste your time and money on newspaper advertising, except perhaps a simple ad in local parish magazines. They tend to be cheap and good way of creating a recognised name and brand in your local area.
I hope some of my ramblings are helpful and best of luck with the future!
Sir Digby
Referrals
The best person to provide referrals will be your existing clients. Try build a working relation with them. Try visiting them and share your business knowledge; experience; technical expertise. Over time they will gatehr confidence in you and they will introduce their friends to you. Bingo!