Here's What Works on Lead Generation & Prospecting New Accounting Clients

Episode 34. In today's news episode The Accountants Influencers Podcast with Rob Brown & Martin Bissett on what really works with prospecting and lead generation for accounting firms and CPAs. Key takeaways include: ★ Why lead generation for accountants is a natural progression from marketing ★ How many accountants struggle to understand the differences between marketing, sales, prospecting, lead generation and business development ★ The major distinction between marketing and lead generation for accounting professionals ★ The importance of defining key metrics, growth targets and conversion rates for accountancy prospecting activities ★ How referrals lure accountants into thinking they're good at business development and selling ★ The critical message accountants should be giving prospects to lure them from their existing advisors ★ What proactivity looks like if accountants want to generate new business opportunities, and why referrals are often too reactive ★ Why it's just good business practice for accountants to know where their next clients, deals and sales are coming from ★ How accountants can build up a healthy pipeline of predictable new business opportunities ★ The critical difference between an accounting practice and an accounting business ★ How accountants can control the sales process by scheduling the next meeting during the current meeting ★ The dangers of being ignored or 'ghosted' for accounting work winners ★ Why accountants should never send a proposal or pitch document to potential new clients ★ The biggest mistake accountants make when talking to new prospects that scuppers the chances of getting a 'yes' ★ The question accounting professionals should ask to ensure all decision makers are present in a sales meeting ★ Why so much new business for accounting firms is left to chance and what drives such complacency NOTE TO LISTENERS: Martin and Rob love to hear from the show's 5000+ listeners in 138 countries around the world. If you have any questions, suggestions, comments or success stories, just type sayhi.chat/aip into your browser and leave us a quick and easy voice message. Or how about sharing with us your best lead generation tip?We may just feature you on the show!