Twelve top tips for attracting younger clients
Nicola Draper of brokers Draper Hinks explains why younger clients are vital and offers advice on how to appeal to them.
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No surprises please
I agree completely when you say...
"Younger clients seem to dislike the hourly charge-out method as in their own industries they are likely to charge fixed prices. They also tend to lean, at least initially, towards monthly payments rather than annual fees, so there is no big bill to meet all in one go. It helps with your cash flow too"
But older clients like thoes things too, In fact, research by Sage in 2005 showed that the thing clients hated above all else about accountants was... surprise bills
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Steve Pipe FCA - Author of the White Paper "The Proactive Accountant" and adviser to over 200 leading UK accounting practices.
Social Networking
I have 5 sons/stepsons aged 12 to 20 and, if we accountants are looking at what our future customers will be like, I think they are as good a sample as any. Here are some things we need to know:
1. They don't use email - "it's too slow!" and anyway "email's for the government"
2. They communicate using instant messaging - Microsoft Live Messenger, Facebook Messenger etc
3. They wouldn't even think about printing and posting a letter
4. They would rather use their mobile to send and receive SMS messages than speak - "it saves my credit"
5. They are almost permanently "plugged-in" - usually on a laptop on Facebook but maybe Myspace or Bebo too
6. Their social life starts after school/work, they have hundreds of online "friends", news travels very fast
So, how many practices are setup right now to communicate with clients using instant messaging? How many can send and receive SMS messages using the same CRM software that they use for all other messages? I believe that the key to engaging with the next generation of entrepreneurs will be to communicate on their terms not ours. My firm has launched its own social network at www.pearsonslive.com. It's only in its infancy, but we are already noticing that clients and business contacts are embracing the idea and joining in. interesting times ahead I think.
There's some great advice here Nicola
Nice one.
Mark