Accountants: 10 Ways To Find New Clients
If you’re looking for new clients, the internet offers a staggering number of choices to try, with offline marketing offering as many choices again.
So it can be difficult and time-consuming working out which ones are most suitable for your particular business.
As an accountant looking to attract local clients online for instance, you have to make sure your method can target your visitors, as it’s pointless if they live 3000 miles away.
In this article, we’re going to show you our 10 top picks to help you quickly promote your local business successfully, both online and off.
Here are our top online ways to find new clients:
1: Start with a great website
Your website should act as your online HQ. You can then link all your other online accounts, including social media, back to your website.
This way, you can shepherd all your online leads straight to your website, where they can easily find all your important information, along with your preferred method of contact displayed prominently.
Make sure you have easy to use navigation and you present everything in an attractive and easy to understand way.
Use pictures related to your business and your offer. You can have you, your team, your premises and your other happy clients, along with logos, badges and certificates to help build trust.
Finally, include a ‘Call to action’ on all of the pages, to entice your visitors to act now.
2: Connect with Business Groups on Linkedin
LinkedIn is far more business orientated than Facebook. It can act as one of your ‘shop windows’ and you can communicate and interact with 1000’s of other businesses quickly and easily.
You can see where people are geographically, making it easy to choose who to interact with and promote to.
You can also join relevant LinkedIn groups in your field, to help you build bridges, network, exchange tips or advice, and attract suitable, pre-warmed leads.
3: Online Directories
Directories don’t carry as much weight as they once did, but it’s still worth adding your details to the main, popular ones.
Some people still search online directories and, as it takes very little time and effort adding your business, make a point of using the main ones such as Yellow Pages, Entire Web, Google, Bing, Insider Pages and MapQuest.
You’ll also be picking up backlinks from your listings, so, not only can it help your clients to find you, it can help your search engine rankings slightly too.
4: PPC (Pay Per Click)
We may be a little biased, but we have to include PPC here as it’s our favourite traffic tactic.
The thing is, with PPC you can have ultra-targeted, local leads arriving at your site, phoning your business, or downloading your marketing materials, in a matter of hours.
It’s very cost effective too, because you only pay when someone clicks on your ad and your ad only attracts people who are actually looking for what you’re offering.
Your visitor to client conversion rate is going to be higher if they’ve already shown an interest by clicking on your ad.
If you’re new to PPC, Adzooma can guide you through creating your ads and optimising them for the best results. It basically flattens your PPC learning curve and helps you to attract your perfect clients quickly and cost-effectively.
Here are our top offline ways to find new clients:
5: Local Newspapers
You can advertise your business in local newspapers and try to attract clients, but an even more effective way is to issue a Press Release.
Make an announcement regarding your business and your local paper may feature it. It’s still promoting your business, but it’s free and can be much more effective than an ad.
When it’s news, more people pay attention and consider it as the newspaper telling them about your business, not you.
It’s great if you have some exciting news or a new way of doing things, but even a new member of senior staff, a business name change, a partnership to announce, an award or you’re hiring thanks to sustained growth, are all subjects for possible press releases.
See what others in your industry are doing and don’t forget, you can learn how to write an effective press release with a quick Google search.
6: Direct Mail
Since the rise of the internet, direct mail doesn’t leap out as the main choice for many businesses. However, when done correctly it can be really effective.
You can target local businesses with your offer and it’s not as expensive as you might think. It also gets cheaper the more direct mail you send.
Try postcards as they catch the eye and you can get plenty of info on them. Headline and image on the front, details on the back. Simple.
No suspicious envelope to open, just instant delivery of your message. Postcards can make you stand out from the crowd, and you can easily track your results.
Not convinced? Try it out and you’ll see for yourself.
You can use leaflets in a similar way to postcards but have them inserted into your local newspaper for delivery. It’s not as targeted, but you may be surprised by the results.
You can use them in your office, ask other non-competitive businesses to display them for you, and use them at conventions, expo’s, etc.
Make sure you push the benefits of your offer, include your website details, a Call To Action and have clear contact instructions.
8: Ask for Referrals
You can ask your current clients for testimonials and referrals. The worst they can do is say no.
When you have some good ones, use them on your website and marketing materials. You could include one on your postcards, leaflets or even on the back of your business cards.
Some of your clients may agree to an exchange promotion, so you promote each others business to your clients where appropriate and mutually beneficial.
Ideally, choose clients that are not direct competitors to you but are still related in some way. That will make it easy to cross-promote each others products or services.
9: Go to Seminars/Speaking events & network.
This isn’t for everyone, as you have to speak publically, but if you can do it, it’s very effective.
If not you, maybe one of your staff feels more at home in front of an audience? Make the most of speaking opportunities and seminars as it puts you right there, in front of your potential clients.
You could offer short courses on various aspects of your industry, the best way to approach things, solve problems etc, all of which will get people interested in your services and more likely to talk to you than other companies.
You can also join local associations and your local Chamber Of Commerce, to take advantage of the networking opportunities.
10: Do business with like-minded people
If you haven’t done so already, start mixing with other business people in your industry.
You can join a club, association, or networking group, as those people could help you grow your business through knowledge, assistance, or partnerships.
When it comes to changing or expanding your business, you’ll have a ton of info, help, and resources via your contacts to make a huge difference.
In summary . . .
It’s not difficult attracting new clients if you apply yourself and diversify your efforts. Try different things as you move forward and you’ll discover which methods work the best for your business.
Continue to use and expand on the techniques which work for you. Drop the ones that don’t.
You’ll soon find out, you don’t need many successful client streams to make a huge difference to your business.