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How your accounting firm can respond to website enquiries so you build the best relationships
How your accounting firm can respond to website enquiries so you build the best relationships

Your accountancy firm website is your ‘shop front’, you’ll get a lot of leads from here: all at varying stages of buying. Some may just want general info, some want to sign up with you or some no idea where to start.  These leads could be a fit for your firm: but some will not […]

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When your accountancy firm loses that job but it doesn’t matter
When your accountancy firm loses that job but it doesn’t matter

Losing a prospective client for your accountancy firm can be discouraging. There might be good reason for it, and in that case there are changes you can make within your lead to sale process. But sometimes it doesn’t matter. Sometimes, it’s actually a good thing you lost that job, or that potential client. Here are […]

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Don’t sell features and benefits: sell expertise and results
Don’t sell features and benefits: sell expertise and results

When you are an expert (as many of you accountants are), it’s not your services or products that your prospects are buying. It’s not even the famous “features and benefits” that they buy. They aren’t actually buying your expertise, either (although this is what you need to sell).  You can’t buy someone’s expertise: it belongs […]

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My services are for sale …why isn’t anyone buying?
My services are for sale …why isn’t anyone buying?

Over the past few weeks, we’ve been looking at the power of accountants being visible experts. But what if you’re doing everything right, and still no one is coming to you, or discovering your expertise? I was discussing this with Steve, one of our content writers. ‘Even getting great content and design is just the […]

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Stop staring at your competitors and look instead at your clients and prospects
Stop staring at your competitors and look instead at your clients and prospects

One of the classic mistakes accountants make when it comes to marketing is spending an inordinate amount of time worrying about what your competitors will do, or are doing. Whilst there is some value in seeing what the rest of the accounting world is doing, I think you’re wasting a lot of time.  Here’s why: […]

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The Power of the Instant Response
The Power of the Instant Response

Your potential buyers are beginning to expect an instant response to everything. The 24-7, social media, always-connected world backs us up on this – but every type of company is starting to wake up to this, too. And if your accountancy firm is not prepared to provide a response to any kind of query within […]

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This is your market. These are your prospects. This is how they buy.
This is your market. These are your prospects. This is how they buy.

Hello, accountancy firm.  I’m an up and coming business owner, the son or daughter taking over my parents’ business.  I’m the generation of technology users for whom being online is as natural as breathing. I am your market. I am your prospect. This is how I live, and this is how I buy: My phone […]

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14 Free Resources from Andy Bounds when you buy his new book The Snowball Effect
14 Free Resources from Andy Bounds when you buy his new book The Snowball Effect

We love passing on a great deal. Andy Bounds, international best-seller (and guest speaker for our upcoming webinar on improving communication and sales skills) has today launched a new book, The Snowball Effect.  (Congrats, Andy!!)  And he is offering a whole truckload of free resources today only when you buy his new book on Amazon. […]

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When “No Obligation” Means “Sales Pressure”
When “No Obligation” Means “Sales Pressure”

Somehow, many accountants have taken up the phrase “no obligation meeting” or “free consultation” to the point that it is losing its true meaning.  Many who see it (in a direct mail letter, in an email, on a website, in a blog post) simply skim by it now, presuming that it means “an opportunity for […]

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Discounts, Offers, Manipulations
Discounts, Offers, Manipulations

Many companies use discounts and offers to get us interested, or to increase exposure initially.  Promotions and the like can be a very effective tool, but they can also be a dangerous way to get new business, as we’ll see.  I mentioned a few weeks ago Simon Sinek’s excellent book “Start With Why”.  His basic […]

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From cloud accounting software to making tax digital, you don’t have to explain the technicalities of accounting to us. Let’s skip to the good marketing stuff.

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