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Get More Clients.
Before you embark on a campaign to acquire more clients, determine whether you actually need more clients or need more revenue. If you have an established practice, first you may want to try to generate more revenue from your existing clients before creating an aggressive marketing campaign to acquire more clients. We’ve shown you how in the section “Make more Money.” Once you have done that and you want to grow your practice further then, of course, getting more clients is your next option. Or, if you are in an early phase of your practice and you don’t have enough clients to service, then acquiring more clients is the way to grow your practice to the level you want.
To acquire more clients, analyze all the marketing channels; and start with the ones that are easiest for you to establish, while giving most return on your investment of time and money. Here are some of the most popular marketing approaches:
- The first channel as we all know costs virtually nothing and is the most effective of all: client referral. But few accountants know how to take full advantage of this channel. Look for more on this topic in ABACUS and AccountantsWorld.
- Today, a highly effective low-cost marketing channel is Search Engine Marketing (SEM). SEM can become a constant source of acquiring new clients but you need to know the ropes to utilize its potential. Click here to see the video Search Engine Marketing tips for an overview.
- You should also explore other traditional marketing channels including advertising and public relations.
While your marketing efforts will bring you the prospective clients who need accounting services, your job is not yet done. To win their business, you must demonstrate to them that you are in the best position to service them most effectively.
The most important thing to remember is that marketing is not a one-shot deal. Don’t expect a miracle to happen that will bring you a load of clients right away. You must create a marketing program that consistently brings a steady stream of clients.
How AccountantsWorld can help
We’ll help you create a systematic marketing program to acquire new clients. We’ll show you some simple steps you can take to increase your client referrals.
We can help you with Search Engine Marketing, starting from enhancing your website to making it a powerful tool for marketing communications. Then we’ll help you getting your firm listed in different directories, including local directories from Google, Yahoo and MSN. We’ll show you also how to use some simple public relation activities that will cost you virtually nothing to generate new business.
Finally, we’ll show you how to present your firm to prospective clients using a simple “Selling without Selling” technique to win their business.
Click here to learn more.
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