2011 is here and we think this is the year for improved communication with clients! Our surveys indicate that one third of all clients will consider switching their accountant in 2011. Other accounting firms are prospecting around 50% of YOUR CLIENTS. So there is good news if you are prospecting for clients. The bad news is you need to ensure you keep what you’ve got happy!
How do you do this? We think COMMUNICATION is the key.
Keeping Your Clients Happy
- Firstly do a marketing plan to communicate regularly to your clients, by email and paper newsletter. Set up Twitter, Facebook and LinkedIn accounts and post daily.
- Secondly, listen to 2020 audio or webinar recordings. These will be sent to you throughout the year and you can download them free from the members area of the 2020 website.
- We’ve also got a YouTube channel with some videos of Gordon and Ian which are a useful resource.
- Follow the 2020 Group and Ian Fletcher on Twitter.
Winning New Clients
To help you win more clients in 2011 here’s a few tips:
- Put prospects onto a database.
- Plan the emails and newsletters you are going to send (see 2011 marketing planner).
- Redefine your role – the world is changing, businesses now migrate towards firms that are responsive to client needs – tax planning, wealth management, profit and cash improvement and asset protection are the KEY areas to focus on.
- Ask prospects the right questions!
- Business owners have desires to:
Create a legacy;
Build their business;
Living a “life style”; and
Sleep well!
Talk around these areas do not focus on technical stuff! - Demonstrate results – have lots of testimonials and case studies that you can show to prospects.
