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HDK Consultants Ltd, East Grinstead, West Sussex, United Kingdom, telephone 01342-328 116 |
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HDK Accounting Firm Referral Programme Tailored In-House Theme Seminars for your accounting Firm Modern Accounting Firm Prospecting Web Site Package |
Competition for accounting clients is LOCAL and expertise is your most desirable item of sale by FAR...
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
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
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
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...
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
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. A risk-free way could be to try our introductory 2-hour telephone consultation service which will appertain exactly to the issues that concern you currently. A safe and guaranteed method of acquiring new clients is the Quality-Assured Accountancy Client-Acquisition Service, which delivers you the tools and systems required to sell and deliver consulting to clients AND provides you a set number of prospective clients interested in your expertise from your area on monthly basis, and you only pay for results, added with exclusivity of territory AND a quality guarantee. A way of acquiring ALL the knowledge, tools, and systems for 10 different ways of acquiring better clients is to secure yourself the materials of the 12-part Modern Accountancy Marketing & Sales Course that comes with all the research and tools of a tested 3-year accountancy marketing project involving more than 50 independent practices. And if you're thinking of selling some specific service model in a bigger area or nationwide, see our Bespoke Accountancy Web Design Service could do in marketing your service concept 24/7 with forever increasing results, all with practically no cost after the initial investment. And if your firm is mid-size, our in-house accountance marketing theme seminars and consulting solutions might be an option for you as these come with a lot of specialised themes along with the possibility of tailoring your event or consulting exactly to your specifications. For accounting firms with more than 100 business clients, we also offer a specific HDK Accounting Firm Referral Programme, creating a way to open up the flow of referrals and utilise the true potential of new clients that your existing clientele could yield. If you're uncertain as to which of these possibilities suits your own circumstanes best, why not contact me to explain your situation and goals? I'll be happy to explain the benefits and suitability of each solution to you as it pertains to your own requirements and wishes. Last but not least, don't forget to subscribe our Accountancy Marketing Newsletter that's free for accounting practitioners, partners of accounting firms, and those accounting professionals who intend to start their own practice.
Go for results only in marketing your accounting services
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. If they do then their billing will not be for "hours spent trying" but for RESULTS. If you have questions, please feel free to contact me personally, either by e-mail through our contact form or by telephone on 01342-328 116. Keep up the
good work! Best wishes, Harry Kafka |
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Welcome
to www.accountancymarketing.co.uk, the home of client-acquisition
solutions for accounting firms.
The 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.
It
is perhaps hard to believe this, but a good many business owners
can be helped to UNDERSTAND the value of the accountant's expertise.
If 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.
You
are the expert in matters of accounting and finance. That's what
you sell to businesses, your expertise and knowhow.
Cost-efficient
marketing of accounting services IS possible provided it is based
on accurate research AND practical experience in acquiring accountancy
clients.|
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