Jan 11, 2017 9:00:00 AM
Dec 21, 2016 9:00:00 AM
I’m not going to write about CPA firm marketing or, for that matter, any professional services marketing issue today.
Instead, I want to discuss good ol’ fashioned sales and what it takes to get from an inquiry or referral to a signed contact. This post isn’t about the hottest marketing trends or statistics from the most recent survey of marketing practices … it’s about what partners need to have in their toolkits to close more sales at a faster pace.
Dec 14, 2016 9:00:00 AM
Recently, the research team at Ascend2 published the “2017 Digital Marketing Plans Survey.” If you are involved in your firm’s marketing and sales efforts, it’s a worthwhile read.
Nov 23, 2016 9:00:00 AM
I think I’ve come up with a new way to help marketing and sales teams communicate the status of the firm’s new business efforts to owners and partners: using “marketing emojis.”
Now, in what amounts to a blink of the eye, you’ll be able to initiate the types of conversations with partners you’ve only dreamed about in the past, along with an easy-to-understand way of identifying the marketing and sales initiatives (and funding) you need to get the ROI they demand.
It starts with this strategic map that categorizes 4 different possible situations describing what leads and sales look like in your company right now. Here’s your User’s Guide to this map:
Nov 9, 2016 9:00:00 AM
I hope you’ll bookmark this blog post and revisit it a year from now, because I predict that 2017 is going to be a banner year for your firm’s new business. In fact, a year from now, let’s look back at how your marketing and sales activities performed, and pinpoint why (or why not) you’re going to do a year end happy dance.
Oct 26, 2016 9:00:00 AM
Accountants, lawyers, consultants, and asset managers know how difficult it is to retain or acquire new, desirable nonprofit clients … especially ones that won’t leave the flock because of a competitor’s lowball pricing. It’s a good day when a firm lands a new engagement or contract for a big (signature) nonprofit, foundation or endowment fund, or successfully fends off aggressive competitors seeking to mine your client roster.
Sep 28, 2016 11:02:28 AM
The other day I was reading a story about the construction of the soon-to-be-completed Tappan Zee bridge.
For those of you who don’t live in New York State or in in the greater New York City metro area, this is a $4 billion (that’s right … with a “B”) construction project scheduled to be completed in 2018 to replace an existing bridge over the Hudson River connecting Rockland and Westchester Counties, and serving as a main artery bringing traffic into New York City.
Think about this: 14 million miles of main span cables, 50 miles of foundations pilings, 300 thousand cubic yards of concrete, and 220 million pounds of steel, 8 towers each over 400 ft. high, 3,000+ workers; over 1,500 subcontractors....
Wow. That’s a lot of infrastructure.
Sep 14, 2016 9:00:00 AM
The 4th quarter is when a lot of accounting, consulting, law and recruiting firms create marketing plans and approve next year’s marketing budget. So, I thought it might be interesting to identify all of the different items that your firm may need to include in the budget.
Aug 31, 2016 9:00:00 AM
If I were to place a bet on what your company’s managing partner, management committee, and shareholders want from the investment they made in the website, I would put my money down on “show me the ROI in terms of direct new business."
I’m pretty sure that “make our website brighter and shinier” would be a distant second in terms of desired outcomes. But before I get trolled by legions of angry graphic artists and web designers, allow me to make clear that I consider website look/feel/beauty issues to be extremely important.
Aug 24, 2016 9:00:00 AM
Today we have a guest post by Hitendra R. Patil, COO of Pransform, Inc. (Pransform.com) and the author of Accountaneur: The Entrepreneurial Accountant.
"What should I do to get new clients?"
This is the most common question that I get asked when I speak with accounting and tax professionals.
I ask them, “How are you currently getting new clients?" The answer is mostly “word of mouth” or “referrals."
Pay close attention. “Word of mouth” and “referrals” have been and still are two of the topmost sources of new clients.
BUT, this response actually means that you're not using a real marketing and sales process to beat the competition.
Referrals bring, more often than not, a perfectly “qualified prospect” in your door. The prospect’s need for your services has already been identified. Not by you, though.
IF you are lucky, your network of contacts qualifies your leads. They turn leads into prospects and bring them into your door. Referrals keep coming in IF you carefully nurture your network. BUT there is no predictability – no consistent pipeline of new prospects.
LeadG2’s Professional Services Team specializes in online marketing for CPA, consulting, recruiting, staffing, and other professional services firms. Contact us here or call Dean Moothart at (407) 913-7091 to talk about how you can get more visibility, leads, and new business for your firm or niche practice.