7 ways to become the sought after expert

winning new clients Sep 05, 2016

I want to share seven powerful ways to become a sought-after expert. To become the person clients are queuing up to work with.


If you prefer to watch the video, you can watch the video here.

#1 Write a book or e-book

I can already hear you thinking “I can't write a book. I'm an accountant. And anyway, where would I find the time?”

The good news is that nowadays technology makes it much easier than you think. One process I teach shows you how to write a book in less than seven hours. And whether you work in tax planning or business growth, your book will ensure you’re seen as an expert and win you business.

#2: Blog – regularly

Regularly is the key word here. Blogging once and then forgetting about it won't establish your credibility. You need to post at least once a month or, even better, once every fortnight or week. One tip is to write posts in batches – if you try to write one a week, things always crop up to stop you. Instead, write a year's worth in one go and schedule someone in your team to post them.

#3: Speak at events

When you stand on a stage to share your passion and knowledge, the audience sees you as the expert. Many accounting firms and bookkeepers tell me this is easily their best way of winning new business. It might sound scary, but after the first time it gets easier – especially when you see how much business it brings in.

# 4: Set up webinars

Sharing your knowledge is a great way of getting people to see you as an expert. And technology makes it easy – with webinars you don't have to find a venue or worry about cost. They’re one of the best platforms to build followers and to sell – even if what you're selling is simply the chance for someone to discuss how you can help them with their business.

#5: Use video marketing

Never forget you’re in the relationship business. After all, clients don’t choose you on the basis of how you bind and present your annual financial statement, so you absolutely should be doing this. Video marketing is the number one form of marketing. It lets you communicate your personality, your passion, your enthusiasm and your energy.

And don’t forget the huge growth in ‘going live’ video, from YouTube and Google Hangouts to Periscope and Facebook Live.

#6: Share success

Collect success stories. Whenever a client gets a great result because of you, whether you helped them save tax or reduce their overdraft, make sure you share it with the world.

#7: Create podcasts

Thanks to Apple and iTunes, it's now incredibly easy to create a podcast. If you write a blog, for example, simply audio record the content and that's your podcast – giving you two for the price of one! Again, it’s a great way of building followers and getting people to see you as the go-to expert.

If you’d like to find out more, then you can do by watching the video.

How to master the art of being seen as the expert

Every month I provide free online training helping accounting professionals get results from value pricing. If you want to get access to that free training click here to register your place on the list of people I invite.

Wishing you every success on your pricing journey.

 Mark Wickersham
Chartered Accountant, public speaker and #1 best-selling author of
Effective Pricing for Accountants

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