The best system to win new clients

winning new clients May 08, 2017

Why referrals is 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 professions.

It’s the power of referrals.

Although there may be many exciting new tools at our disposal – social media for one – referrals continues 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 

Simple.

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

One way of doing it is 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.

Find out more about why referrals are the best system to win new clients in this video.   Learn more about strategy and pricing in How to Build a Successful Bookkeeping Business, a training programme built in conjunction with bookkeeper Jane Alywin.

Wishing you every success on your pricing journey

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

"A Practical Approach To Value Pricing"

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