Last week we announced the results of the Countingup Client Acquisition Survey.
The accountants we surveyed voted overwhelmingly in favour of client referrals as the best method for winning new clients. Overall 79.7% of our respondents said that this was the best method.
Strategic referrals or “word of mouth”?
Interestingly though only 66.1% of respondents said that this was the main method their firm used to acquire customers. This disparity raises the question of how many firms actually have a pro-active client referral strategy in place.
What makes this even more interesting is that 24.5% of respondents said that they would like to test social media as a client acquisition channel over the next 12 months.
It is likely that social media would play a vital role in driving client referrals this provides even further evidence that many accountants are relying on “word of mouth” rather than referrals driven from a strategic and systematic approach.
Setting up a client referral programme
Whilst building a client referral scheme can be complicated there are some simple things you can do to help clients refer you to their friends and colleagues. Setting up a Facebook page and asking them to like it is simple enough. As is producing some easy to understand content relating to relevant business issues.
Countingup is going to put together a white paper in the next few months giving some more detailed guidance on how to set up a client referral scheme. If you’re interested in receiving a copy of that white paper and also seeing the full results of our client acquisition survey, please click the link below: