How to win new business

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Forget the Yellow Pages, the best way to find new clients is via referrals; but finding more people to recommend you means more networking, advises Nicola Draper.

The old adage that ‘people buy people’ is true; I, for one, would never put my money and business in the hands of someone I found on a list in the phone book. First I would want to meet them and develop a rapport. I would want then to demonstrate by what they say and how well they listen that they understand my business and will be able to deal quickly and efficiently with my accounts. I’d want them to think of solutions to any problems and offer business advice that can help me. I’d like to look them in the eyes and see that they are trustworthy. I would be more interested in the practice if they...

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About Nicola Draper


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02nd Dec 2009 11:49

Networking is great

but it does notwork for everyone ijn the same way.

Depending on the type of clients you want and have will affect the sucess rate.

Me I still try and use this medium but find that personal referrals work much better.  People use etc and websites to find out more about your business and for clients that are not picked up by networking

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By onesys
22nd Dec 2009 15:43

Would You be More Comfortable Networking Online?

The few accountants I know personally, feel uncomfortable in groups of strangers, unless they have had a drink or two and this stops them from networking in person.

The fact that you are reading this proves that you are comfortable on the web and like my friends, you would find online networking a simple and effective step on the road to finding new clients.

The Accountingweb Discussion Groups are a great starting point and there are many business related online forums, networking sites and trade associations that facilitate online discussions. Try , , , , , or one of the many other business related sites out there. (just Google)

Once you have communicated with a person online, you can arrange a meeting to reinforce the business relationship or seal the deal. One great advantage of online networking over personal networking is that you are not limited by locality. Another advantage is that you are in control of the timing. You will find it much easier to gather sufficient clients if you fish in a bigger pond.

You can keep track of all your new contacts, including what was discussed, in a contact management software module like Sage ACT! or similar. That way you can follow up on contacts at a later date, as timing is everything in business.

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