The Best System to Win New Clients

winning clients May 08, 2017

Why referrals are the best system to win new clients

Do you want to grow your business?  If so, there are many marketing tactics for doing just that.  But there is one that is still the best for the accounting profession.

It’s the power of referrals.

Although there may be many exciting new tools at our disposal – social media for one – referrals continue to be one of the most powerful. I believe it’s the best way to win new clients. And I know that many of you will agree.


If you prefer to watch rather than read you can watch the video here.


There’s a but…


Whilst you may agree, how many systems do you have in place to systematically win more clients and win more referrals?

I suspect the answer is, “None“.  It usually is.

Yet if we believe in the power of referrals so much then why are we leaving it to chance? Why are we just hoping that our clients are saying good things about us, and recommending us to other people, rather than enabling them to do so?


If you don’t ask, you don’t get


A basic principle of referrals is actually the most effective. If you don’t ask, you don’t get 


So we systemise the process of asking for referrals. And it’s easy.

One way of doing it is by adding it to your standard meeting agenda.  You add in, “Are you happy?”  That is your prompt to ask the client for feedback.  Hopefully, the client will say, “Yes”.  But, even if they don’t you still have a business opportunity – the chance to address any problems and improve.  And that could win you an even more powerful referral.

The next agenda item could then be “Do you know anyone who could benefit from our services?

When the client says, “Yes” then you simply ask for names.

By following this systematic agenda approach almost all clients will be willing to give you a referral or two – and some may even come up with the names there and then.

Just think how many leads that could turn into.  And the business it could generate.  It’s powerful stuff.

It’s simple. It’s effective.

So make sure you systemise the process.



If you found this valuable and would like to learn more about value pricing, I run a free live online training session every month with a topic chosen by you. Attend live and you can ask me any questions you have. Click here to register and I will send you an invitation to the next session.

Wishing you every success on your pricing journey

Mark Wickersham

Chartered Accountant, Public Speaker and Author of Amazon No.1 Best Seller “Effective Pricing for Accountants”