Learn how the demand for accounting services has changed. Today, you need to sell your financial expertise in form of frequent communication with clients and compliance services will come to you automatically. Local competition is....

Competition for accounting clients is LOCAL
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Competition for accounting clients is LOCAL and expertise is your most desirable item of sale by FAR...

Securing your future success in local competitionWelcome to www.accountancymarketing.co.uk, the home of client-acquisition solutions for accounting firms.

Despite all the possibilities offered by technical advancements and paperless solutions for accounting and bookkeeping, the competition for accounting clients is still an issue of your local territory... and it will probably remain so forever.

The benefits of being located near one's accountant geographically are based on human nature.

While accounting software and the ability to e-mail files instantly to one's accountant are utilised commonly today, the fact remains that the BEST clients value your EXPERTISE far beyond the routine actions your firm performs in way of compliance services.

Expertise is closely connected with proximity. The client wants to be able to drop by if and when it's needed.

Equally, you may need to go over to the client's premises occasionally, in which case locality saves your time as well.

But more than anything, the preference of using a local accountant is an issue of preference. Just like we want our personnel to be located near, we prefer those who perform important "outsourced" actions of our business activity to be within reach.

Competition in accounting is local. And the law of supply and demand dictates there are more accounting services available in any area than the market NEEDS.

Thus, the marketing actions of each firm in your local area influence the future of other practitioners. You cannot affect what your competitors do, but you can focus on your firm's marketing and client-acquisition, thereby counteracting whatever the local competition may do.

But playing the game of "musical chairs" in competing for the limited number of clients available locally is not a very positive or uplifting outlook on the future of accounting services.

There's a far more positive way to go about ensuring the future success of your accounting firm in your local area...

 

Tap into the unlimited potential of accounting service delivery and client-acquisition... sell expertise

The unlimited potential of your expertiseThe best accounting clients want the EXPERTISE of their accountant and choose their service provider based on the service model and knowhow of the accounting professional they'll deal with.

Monthly and yearly accounts, compliance services... these just follow suit automatically once this type of a client changes accountants.

Essentially the development of accounting services goes along these lines. More and more business owners begin to demand the expertise of their accountant, not just routine performance of the mandatory compliance services, the filling in and filing of various forms and that sort of thing.

Essentially, the business owner wants his accountant to take a similar role than any other executive in the business: The owner / top executive needs information to make decisions... he requires expert advice to solve problems... and he wants his key executives to COMMIT FULLY to the success of the company.

The business owner wants information in verbal form, he needs quick access to the experts in his team.

And that's what they expect from the accounting firm and the accounting professional they retain.

This is really good news for those accounting professionals who want to help clients with knowhow and expert advice on monthly basis through contact.

And it's really BAD news for those accounting firms that want to stick to the old treadmill of performing routine actions.

Accounting software, online services for accounting and tax filing, and other technological advancements will gradually take over this market of "doing the irreducible minimum mandatory in keeping financial records..."

...because those clients who don't know and don't care, go for the cheapest solution to procure the minimum service they can get away with.

On the bright side and for those accounting professionals who want to sell their expertise, this "market" of selling personal advice and knowhow is practically limitless.

It allows every willing practitioner to expand in their local area. It allows everyone willing to prosper regardless of what competition is doing.

 

Sell understanding of finances and accounting... and your accountancy practice will flourish and prosper

Sell understanding and ability to control finances and you'll prosperIt is perhaps hard to believe this, but a good many business owners can be helped to UNDERSTAND the value of the accountant's expertise.

In fact, the figure lies somewhere around 68% by our extensive surveys with business owners.

It's actually quite surprising, considering the emotional charge most business owners have on the subject matter.

On this web site we'll explain these emotional issues in more detail elsewhere, but for now, suffice to say that the average business owner does not understand accounting and finance, and associates the accountant with taxation and taxation authorities.

The secret is to have successful tools for handling those fears and to be able to replace the emotion with understanding of what they can achieve by gaining even rudimentary skills of financial planning.

If you are willing to adopt an approach that discreetly educates business owners into understanding what they can achieve by utilisation of your expertise on continuous basis... and if you have the tools to alleviate their fears and give them a sense of SOME ability in controlling their own finances...

...then you will find a lot of new clients of the best kind.

And that's what this web site and all its services and products are all about.

 

Acquiring accounting clients that want your financial expertise foremost

Sell your expertise - that's your most desirable assetIf you are looking for accounting clients who are interested in your expertise and for whom regular consultation of your knowhow is the sought-after item of value, then you've come to the right place.

Our systems and services concentrate on this aspect of accountancy marketing and client-acquisition ONLY.

The DEGREE to which you sell your expertise or the refinement of this consultation is NOT the issue. It can be very elementary or it can be extremely detailed and sophisticated.

It's not an issue as long as what you look for involves...

- some form of regular communication with accounting clients in which you avail your expertise to them and go over some aspects of the development of their fiscal year
- helping the client understand accounting and finances better, no matter how little at a time
- working towards bringing financial planning and control into the realm of practical skills so the client feels more able to DO something about his finances.

I stress that this is not a question of finess. If anything, the mistake most accounting professionals make when starting this sort of delivery is to give far too much information, attempting to push home years worth of experience within hours...

So don't look for all that you COULD give your client, as that's almost always far too MUCH and only overwhelms him.

Look for establishing regular contact and communication, going over the basic things from many angles several times.

It's considerably SIMPLER than what you would think at first.

The goal of this communication is to bring the business owner onto a level where financial control becomes sufficiently familiar and his confidence in the subject increases enough so that he begins to feel he can do something about it.

Once there, his natural verve for hands-on action takes over. He will apply the same energy to financial planning as he already does to those practical activities of production and sales in his company.

See, business owners are special people in that whatever they KNOW they can CONTROL, they will. The sullenness and passivity many display to their accountant are caused NOT by lack of intellect or initiative but by feeling utterly LOST and incapable of informed decisions within the field of accounts and financial planning (and control).

You give them the feeling of being able to understand accounting and control their finances... and you watch them GO.

So the big "secret" of this type of service model is that you don't need to do much — if only you do it correctly — to arouse the innate proactivity of the business owner in the area of financial control. Once he realises he CAN control this area, he will jump in action.

Once that occurs, HE will ask... nay, DEMAND... additional expertise and service of you.

It's quite simple. You can do it if you want to do it. Or you can come up with perfectly convincing rationalisations why it cannot be done.

It's your practice, your future, and your decision.

If you do want to go ahead, then we will help you.

 

Acquiring accountancy marketing knowhow to sell your financial expertise to your local area

Take a chance to find out HOW you CAN market your accounting services efficiently...You are the expert in matters of accounting and finance. That's what you sell to businesses, your expertise and knowhow.

Your clients are expert in producing the goods and services they do and selling these. They earn money but aren't expert in financial planning, which is why they desperately want YOUR expertise.

So why shouln't YOU utilise the expertise of our services and products, since we are the experts in marketing accounting services and acquiring better clients to accounting firms?

If what you've read on this page makes sense to you then the next thing is to gain more knowledge and understanding on those BARRIERS that stop you from acquiring the better clients who are willing to pay for your expertise.

We offer several services and products to that end, in case you are interested in pursuing the ideas these articles may arise in regards to your own firm and area. Information about these is available on this website and by email enquiry.

 

Go for results only in marketing your accounting services

Time to roll up your sleeves and go for your dream...?Cost-efficient marketing of accounting services IS possible provided it is based on accurate research AND practical experience in acquiring accountancy clients.

It IS possible to create a client-acquisition system that produces results (new accounting clients of the better kind) in the hands of every accounting professional invariably.

However, it's possibly only through research, testing, piloting and running a client-acquisition system with sufficiently many practices for several years.

And that's what we've done, as explained in the history of this project on the "about us" page.

Don't settle for someone "trying" to market your accounting services. Don't set yourself unrealistic demands in expecting that knowledge of accounting equals knowhow on marketing and selling accountancy services.

These — knowledge of accounting and expertise in marketing it — are two distinctly different areas of expertise, each requiring years of practice and a large body of knowledge.

Acquire the knowledge to do it yourself. Or if you choose to outsource the marketing of your accounting services, ascertain that the marketing agency you choose truly has EXPERIENCE in acquiring RESULTS.

Accounting Firm Prospecting Web Site Package

If they do then their billing will not be for "hours spent trying" but for RESULTS.

If you have questions regarding our products or services, please feel free to contact me personally, either by filling in our unique product enquiry form e-mail through our contact form or by leaving a telephone message to the number below.

Keep up the good work!


Best wishes,

Harry Kafka
HDK Consultants U.S.A. Inc.
PMB 211, 411 Cleveland Str.
Clearwater, FL 33755, U.S.A.
Phone (727) 474 1206
Calls from outside USA: +1 727 474 1206
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Making BASIC Accounting Services More Competitive

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Accounting Firm Marketing Tips Blog

More free articles and tips for you on marketing!

Practice Management Articles

- Monthly Financial Consulting Service: Introducing the proven superior BASIC accounting service that will give you a steady flow of new clients: The MFCS practically sells itself!

IF there was a way to ensure that clients understand and use the information they receive from YOUR basic Accounting service... you would have a mile-long queue of business owners outside your door, all begging for you to accept them as new clients!

CLICK HERE to read how to start delivering a basic Accounting service that 85% of business owners consider so valuable that they would immediately start considering a change of Accountants if they thought it was available...

How to ware your Marketing Hat with a creative, results-producing viewpoint?

As the owner of an Accounting firm, you have many separate tasks and hats. In this article, we examine how easily one can think about marketing "wearing the wrong hat"... and how to avoid the inevitable cost...

CLICK HERE to hold onto your Marketing Hat and make life a lot easier!

Why not offer what businesses want MOST?

51% of small businesses turn to their Accountant for advice...but are we WASTING this natural demand by NOT advising SMEs on the most make-sense and NEEDED areas of enterprising... just because they don't know how to ASK FOR IT?

CLICK HERE to see how you can give clients what they want most....

Packaging Accounting services into highly desirable products

What on earth is PACKAGING? Well, it's the first and most important part of marketing... something without which you will have enormous hardships in getting your services sold effectively because you're not utilizing the PULL that's there. If you read nothing else from our web site, PLEASE read this...

CLICK HERE to read how you can package your Accounting service so it has tremendous pull for your main market — so the service will SELL all on its own!

Instead of paying thousands, how about GETTING PAID for marketing your Accounting services?

In your wildest dreams, have you ever imagined that marketing your services could DIRECTLY BRING INCOME instead of costing an arm and leg?

No, you didn't misunderstand and there's no mistake here... and it's not a wild scheme but something a growing number of firms are employing today...

CLICK HERE to read how Accounting publications can start bringing you a direct income AND new clients!

Looking for inexpensive marketing ideas for a small or startup Accounting practice?

A small Accounting firm has some very speficic requisites for any marketing system. Otherwise, you're playing with the very survival of your practice.

There are certain simple basics on how to EVALUATE Accountancy marketing systems on whether these really have what it takes for you to get new clients.

CLICK HERE to learn how to evaluate your needs for an Accounting service marketing system!

Making use of normal people in selling Accounting services... or are you planning to do it yourself forever?

Read this article to find why it's seemingly impossible to get someone to sell your services successfully. Once you KNOW, you can actually DO IT...

CLICK HERE to learn how you can help average people become highly effective sales persons for your Accounting firm!

EXPANSION-MINDED OR NOT? Why not take this tongue-in-cheek test to measure your readiness for expansion...

Expansion doesn't just happen like a lightning out of blue skies. It requires favourable circumstances... Here's a test for you if you have what it takes to BITE bite into this hot chilli pepper...????

CLICK HERE to test how ready your firm is for healthy expansion at this moment!

Ready-to-use tools for finding prospective Accounting clients and to present & sell your services successfully:

What's all the fuss about ready-to-use tools for marketing & selling Accounting services? What's the difference — if these are NOT software solutions then WHAT are they?

CLICK HERE to learn the secret of ready-to-use marketing & sales tools used by the most successful Accounting firms today!

The biggest trap stopping you from obtaining Accounting clients at will...

There's an insidious, invisible TRAP into which we've all fallen. If allowed to remain unnoticed, this trap mechanism will effectively keep any Accounting professional from ever gaining the ability to obtain clients at will.

Knowing the anatomy of this insidious trap (and knowing how to get out of it) is probably the most vital piece of knowledge for unleashing your true potential in acquiring new clients at will.

CLICK HERE to learn the biggest trap stopping accountancy client acquisition... and how to guarantee it won't stop you from obtaining accounting clients at will!

Why you can't find anywhere NEAR as many prospectice clients as you want:

If only you could FIND MORE PROSPECTIVE CLIENTS...

Why does it appear impossible? Why do you get SO FEW referrals and prospects? What's causing this?

Well, chances are you've totally overlooked the biggest source of prospective clients in your area!

CLICK HERE to read an amazing article on different types of prospects and what you need to find and sign these onto your services successfully!

Pricing Accounting services at value... but what's the value to clients?

Pricing your service by hourly rates will always result in lots of upsets and unnecessary explanations.

Why not adopt the principle of charging for availability of advice and at the value your expertise really represents to clients?

How can you CREATE that value in the minds of your current and future clients? Its not all that hard if you know how to do it...

CLICK HERE to see how Accountants have been able to achieve freedom from hourly rates while increasing profit by an avearge 22 percent....

 

Do you KNOW what what business owners think about, value in, and want from Accounting... or just THINK you do?

Are you LOSING THOUSANDS by assuming business owners think the same way you do about Accounting services? Could it be that their viewpoint is very much different?

One thing is for certain: If you align your marketing message to meet EXACTLY what business owners want from Accounting services, you will start gettin a lot of new clients. Read why most Accounting firms are SO CERTAIN THEY KNOW while they still can't get new clients...

CLICK HERE to read this amazing and life-changing information on how you can start controlling the flow of new Accounting clients!

Accounting service marketing: Getting your message across

Why is it so difficult to get ANY response to marketing letters, ads and sales promotions? What can you do to change it?

CLICK HERE to read how you can get your Accounting service marketing message across and create lots of interest for your services!

Why "hiring a marketing expert" won't cut mustard if you want new clients...

One of the most common misconceptions among mid-sized Accounting firms is to think that all they need for marketing is to hire a marketing expert.

But that's really like solving a transportation problem by hiring a chauffeur and forgetting that he needs a VEHICLE to drive before any results can be hoped to be obtained...

CLICK HERE to read what you need BEFORE hiring a marketing expert for your Accounting firm for RESULTS...

So you're looking for a faster, easier solution to finding new Accounting clients?

Many Accounting professionals in public practice don't really want to get involved in marketing and sales that much. Instead, they're looking for a fast and easy solution to finding new clients.

But BUYER BEWARE... does such a system EXIST at all? Well, many CLAIM that it does but if it sounds too good to be true...

CLICK HERE to read why looking for an easy way of finding Accounting clients can make you vulnerable for untold trouble!

-Vital necessity of troubleshooting-- When choosing a marketing system for your Accounting firm...

Learn the insider secret on how you can instantly spot a functional marketing system and reject untried and unproven systems. The secret lies in whether or not the system has TROUBLESHOOTING TOOLS...

CLICK HERE to read why the inclusion of troubleshooting tools is so vitally important when choosing a marketing system for your Accounting firm!

Risk Management: Controlling the risks in marketing Accounting services

CLICK HERE to read this eye-opener about risks of marketing Accounting services and how to minimise them for yourself!

So you HATE cold calling and don't AT ALL believe in telemarketing?

Then JOIN THE CLUB... you're definitely not alone!

But is telemarketing really a waste of time and money... or is it simply that you need a completely DIFFERENT approach (and system) to get lots pf prospective clients for Accounting services by way of telemarketing?

CLICK HERE to read how altogether 10,000 preselected prospective Accounting clients were obtained by a simple telemarketing speech...

Prospective Accounting clients through direct mailing?

Many Accounting professionals in public practice have tried their hand in creating sales letters. And most of us have had to give up for it's very expensive to find out that the letter doesn't bring results...

To get results, you need to use exactly the right words and concepts in your letter. And while it's not much of a secret, it makes a huge difference in response...

CLICK HERE to read how you can use direct mailing letters to obtain a good number of interested leads!

7 factors governing the success of Accountancy prospecting

CLICK HERE to read a 7-point evaluation on factors influencing how many potential clients you find

You're 98% success... but to get a new client you need a hundred!

CLICK HERE to find those missing 1-2 percent in order to harness your true marketing potential

- FIGHTING BACK: How certain are you that it is impossible to get new clients for your Accounting firm in today's economic situation?

Midst all the bad news, it's easy to forget that an economic slowdown contains both risks and opportunities, just like any other. Doing nothing is the only certain way to ensure that the situation can do maximum damage.

In fact, during recession you can make a HUGE LEAP FORWARD in terms of increasing your clientele and income... simply because most of your competitors do absolutely nothing. All you really need is to have a marketing strategy that aligns with the economic situation.

CLICK HERE to read how to harness recession to get lots of new Accounting clients!

How to SELL without having to use superlatives about yourself?

If only it was easier to sell...

Selling your own ability - yourself, in essence - is often not too pleasant. Using superlatives can be very embarrassing... and one can also argue that such salesman antcis don't go well with the image of an Accounting professional.

It's a paradox - if you tell the client how great you are, he might get turned off... but if you don't, he just won't know.

CLICK HERE to read how you can unleash your true selling power while remaining in your Accountant's role!

New Generation Accounting Service PRESENTATION techniques

The traditional Accounting service presentation has outlived its usefulness. It still works with referrals and some prospects, but if you are serious about getting a lot MORE clients, you'll want this amazing new technique...

CLICK HERE to read more on how to increase sales remarkably with a new Accounting service presentation technique!

Advertising & Marketing of Accounting services - a complete waste of effort and money?

Well, admittedly it often is. Why is it so difficult to get RESULTS from advertising or marketing campaigns? What's the catch?

CLICK HERE to learn why advertising accounting services doesn't work... and how you can change that!

Are you practical or not when it comes to selecting a marketing system for your Accounting firm?

How can you find out beforehand whether or not a marketing system is practical and easy to use? Is it possible to estimate how fast and easy it is to start using the system and actually OBTAIN the expected results... new clients?

CLICK HERE to read how you can evaluate an accountancy marketing system for its practicality and usability before buying it!

Comparing Accountancy marketing systems: The ease of getting started and the degree of support

In selecting a practice management system for your Accounting firm, it is essential to ensure those offering the system have actually used it themselves...

CLICK HERE to evaluate the practical experience behind any Accounting service marketing system.

THE DIFFERENCE between traditional and modern marketing techiniques for Accounting firms

Traditional Accountancy marketing has a lot of good and perfectly applicable parts and practices. But some parts are ineffective by now. Learn how you can get results by using the MODERN marketing tehniques...

CLICK HERE to read an article that will forever change the way you think about marketing Accounting services.

You don't want to increase the NUMBER of Accounting clients but REPLACE a few with BETTER paying & more cooperative ones?

Sometimes the idea of increasing the number of clients isn't appealing for obvious reasons. Not everyone wants to expand through a vast clientele and take on the hassles of employing many people. A sole practitioner who's been in practice for a while usually has TOO many clients already... and too much hassle. The old 80/20 rule (20% of clients cause 80% of the hassle but not of the income) can be beaten but it takes a bit of cunning.

CLICK HERE to read how to start changing the profile of your clientele so that you get more of those profitable and cooperative Accounting clients and can replace the bad ones!

How to sell advanced added-value Accounting services

Many Accounting Professionals have superb additional services to offer to their clients. But why are those added-value Accounting services, special consulting, valuation and other such excellent services so difficult to sell?

There's a very simple and logical reason for it - and once you know what the barrier is, you can effectively open the door to increase the sale of these additional services.

CLICK HERE to read the full article on solving the riddle of getting advanced Accounting services sold.

How to sell Accounting services: Getting your hourly rates accepted by prospective clients

Majority of business owners seek for low-cost Accounting services. Justifying reasonable hourly rates is a constant pain and source of disagreements.

There is a simple way to help your prospects and clients accept your fees...

CLICK HERE to read on pricing of Accounting services and achieving acceptance the fees.

Do you want to get a lot more REFERRALS for accounting services?

Referrals are the cream of all potential clients for an Accounting firm. They're easy to deal with and you can close almost all of them onto your services.

But why are they so hard to find? And how do you INCREASE the flow of referrals?

CLICK HERE to learn the six factors governing the flow of referrals for Accounting services!

-Accounting Firm Prospecting System Evaluation Points-

Does it have correct Approach in Prospecting for Accounting clients?

Does the prospecting system have a planned and tested route
from contact to sign-on to follow?

Does the prospecting system have ENOUGH of what it takes
to really GET results?

Does the prospecting system include a systematised method
with TOOLS that require no training to use?

Does the prospecting system allow for constant marketing outflow
& sales activity of practical nature?

Does the marketing system include a way to monitor results
and troubleshoot problems?

Does the marketing system put you in control and give full
independence to obtain new Accounting clients wherever you want?

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About Harry Kafka, the accountancy marketing "guru," lecturer, consultant, and author of Modern Accountancy Marketing Course