Quality-Assured
Accountancy Client-Acquisition Service
You don't need
me telling you how hard it is to obtain new clients for an accounting
firm. It is one of the most difficult industries in terms of
sales.
Essentially
there are SEVEN major hurdles or barriers in acquiring new accountancy
clients.
You need NOT
create PERFECT solutions for each but certainly a workable one,
if you wish to obtain new clients with any certainty and continuance.
Reversely,
wherever one goes astray would denote the TYPE of problem one
has with client-acquisition and, indeed, with the clients you
obtain.
So let's go
through these seven points of misery then.
 1. Finding potential accounting clients
The first barrier
involves the problems in FINDING potential clients, businesses
who are looking for a new and better accounting service.
Here, the definition
of "a potential client" is of great importance. Mere
"contacts" or "leads" will usually create
a lot more work than they're worth.
"Qualified,
preselected prospective clients" is what you should be after
in sufficient quantity every month to ensure you acquire at least
ONE new client from those prospects monthly. Of course, two is
better... but one is the absolute minimum to warrant the cost
and bother of prospecting at all.
This is the
bitter pill for most accounting firms, the first point in the
chain of actions that may lead to new clients or then not. But
here we usually spend far too much for advertising, marketing,
or telemarketing in comparison to what we obtain in tangible
results.
 2. Having a successful presentation that
begets desired results with an acceptable success ratio
The second
barrier is actually connected with the first, namely how to present
your services in such way as to make them realise the unique
benefits and the singular value of your services.
Paying an arm
and a leg for appointments with unknown decision makers —
whether in money to some telemarketing firm or in sweat equity
prospecting yourself — is pointless unless you have reasonable
certainty that you WILL create a uniquely positive impact in
that meeting.
Both of these
first two barriers are formidable because the general thinking
about accounting is that "all accounting firms are alike"
and/or that "their services are identical."
This is why
it is so seemingly impossible to create a positive difference,
to project yourself out there so that potential clients SEE you
as uniquely different and desirable.
 3. Achieving closure with potential clients
without salesman antics
The third barrier
to acquiring new clients pertains to CLOSING the prospective
client.
Procuring the
DECISION from the potential client is usually a drawn-out affair
that takes up your time but produces a lot of disappointments.
Essentially
the longer the client thinks about changing accountants, the
more uncertain he grows about it, so a prolonged decision process
lowers the success ratio of sales.
An important
part of this barrier is the fact that an accounting professional
cannot easily take on a hat of a salesperson. It does not sit
well with his/her actual role with each client and, truth to
tell, few accounting professionals feel comfortable in sales.
Thus, the third
barrier is really a lack of a proven method that would allow
the accounting professional to achieve closure with potential
clients WITHOUT having to sell at all. I'm talking about a set
of tools bespoke for the consulting accountant that ensure the
CLIENT ASKS TO SIGN ON.
 4. Having something unique and spectacular
to offer to potential clients
The fourth
barrier is again a close cousin to the previous one:
To secure such
demand, to be able to elicit such commitment from the potential
client, you need to have something rather spectacular to OFFER
to them. "Spectacular" in THEIR view, that is.
I'm not talking
about those "value added services" that you're supposed
to sell to existing clients that are so enormously difficult
to sell as they're either not related to your core expertise
OR quite advanced so only a few clients realise the value.
I'm talking
about a BASIC service whose value is head above others in the
eyes of your potential clients. An ACCOUNTING service of a basic
level that would interest every single potential client and onto
which they would gladly sign.
 5. Having a plan on where you're taking
the client once signed on
The fifth barrier
involves WHAT you sell and HOW you sell it, once the client has
signed on.
In other words,
do you offer him "hours" or "compliance services"
or "data entry" or "monthly and yearly accounts"
...or something else that's completely identical to what everyone
else is offering and thus altogether comparable by price (and
ONLY price as most clients have not the expertise to compare
the QUALITY of accounting work)...
...OR do you
offer him something that teaches him to use MORE of your knowhow
and services, something which, once delivered, will make HIM
ASK FOR MORE... something that's not available elsewhere and
is NOT priced by the TIME it takes to deliver?
If the latter
then you're going to love working with these clients. They'll
gradually become more and more attentive, interested and active.
They'll see the VALUE of your knowhow because it heightens THEIR
advancement of ability in understanding finances.
If you sell
the first alternative, then it's likely that in a few years they'll
again develop the same dissatisfaction toward regular accounting
services that made then change from their previous accountant
over to you... and you can expect no growth from the average
client in terms of more income, more profits, or more motivating
cooperation.
This point
is important to client-acquisition because the more dreary, boring,
un-motivating and/or financially unrewarding the cooperation,
the less yearning you'll FEEL for acquiring new clients. And
the degree that you are enthusiastic and passionate about it
will decide how much you're prepared to DO for achieving the
goal, of course.
 6. Avoiding nonpaying and uncooperative
clients
The sixth barrier
is again related to the previous one: After all the work and
trouble you went into for acquiring a new client, you may find
that he has certain undesirable characteristics which make serving
him an experience you WANT to have?
How do you
screen potential clients to avoid the unrewarding, unappreciative,
uncooperative and slow-paying ones? Well, to do so you need to
have solved the two previous barriers so that what you OFFER
cannot really be bought unless the business owner appreciates
your knowhow and is willing to pay for it.
Additional
screening tools exist but it all depends on how successful your
prospecting system is so that it screens deadbeats from the onset
AND produces sufficiently many potential clients monthly so you
can AFFORD to chuck out a couple if you feel like it... if you
get a feeling these entrepreneurs aren't desirable as clients
that is.
 7. Keeping the client-acquisition activity
going and producing
The seventh
barrier involves the actual ongoing activity of acquiring potential
new clients and keeping it going and producing expected results.
It's one thing
to START something and a whole another to KEEP IT GOING once
the initial enthusiasm has waned.
Here, the more
you take on to keep going, the harder it will be.
Ideally, such
activities function best if you have the tools to do each part
correctly, backup to help if you have problems... and an outside
service that delivers you those potential new clients to work
with.
Thus, let someone
else do the tedious bits and concentrate on the more positive
parts where your expertise counts most. That way you will WANT
to keep it going because it's enjoyable and productive.
And that's
what the Quality-Assured Accountancy Client-Acquisition Service
is all about.
Quality-Assured
Accountancy Client-Acquisition Service
 We
offer Quality-Assured Accountancy Client-Acquisition Service
on basis of exclusive territory for one accounting firm in each
viable area of Britain.
This service
solves the seven barriers of accountancy client-acquisition by
giving you the tools to handle each step of the way in a successful
manner AND by finding you a set number of preselected potential
clients from your area every month.
It's a turnkey
system yet one where YOU remain in full control of your client-acquisition.
It gives you the method, tools and systems along with unlimited
backup, does the hardest part (finding potential clients) in
your stead... and ensures your success.
You pay for
results only
 In
the Quality-Assured Accountancy Client-Acquisition Service, you
receive a set number of preselected potential clients from your
area.
We do what
it takes to find prospective clients within your area until we
obtain the agreed-upon quantity every month.
We guarantee
the quality of these contacts also.
You don't pay
for someone "trying" to produce potential clients but
receive results for your money every month.
You receive
RESULTS you can build on and pay only for that.
Quality Guarantee
 In
your Quality-Assured Accountancy Client-Acquisition Service,
we define the TYPE of client you want and give a definite quality
guarantee for the potential clients that we produce for you.
We stand by
our work so that every prospect you receive IS interested in
your services, not just talked by a persistent telemarketer into
agreeing to hear you out.
You never waste
time with the potential clients we acquire for you but can rest
assured they ARE genuinely interested in what you have to offer
and definitely considering changing accountants.
And if you
find one or two who aren't, we will find new potential clients
to replace those for you absolutely free of charge.
Comfortable,
proven tools for you to use
 You
need not sell at all in this system. Furthermore, you need not
have any marketing experience nor will you ever have to figure
out what to say or do.
Your Quality-Assured
Accountancy Client-Acquisition Service comes with a set of ingenious
tools you can go by, spelling out what to ask and say in a tested
sequence of simple actions.
Using these
tools is easy.
Moreover, these
tools have been meticulously planned (and tested, piloted and
proven) to be used by you in your most comfortable role as an
accounting professional, so you NEVER have to take on the hat
of a salesman.
As the system
is based on tools that have been extensively tested in use by
accounting professionals, very little training is needed. In
fact it takes a couple of hours only and you're ready to go.
We include
the training which can be done via the telephone too. We also
include ANY amount of backup support, troubleshooting and assistance
you may want in solving any problems that may or may not arise
when implementing this simple system until it runs perfectly,
producing new clients continually.
Since your
part involves only contacting decision makers who are already
interested in what you offer AND you do your part by using the
tools, you concentrate on the interesting part of the whole and
achieve a good success ratio while at it.
In other words,
you NEVER AGAIN have to make a cold call in your life, never
again need to talk to anyone who's NOT interested in your services,
never again have to put up with sullen or unreceptive target
persons.
Enough of what
it takes to guarantee new clients at the end of it
 Your
Quality-Assured Accountancy Client-Acquisition Service is exceptional
also in that it is based on exact sciences, unlike any other
marketing system.
Through tens
of thousands of trials, pilot cycles and turnarounds, your Quality-Assured
Accountancy Client-Acquisition Service has been built on a set
of mathematically precise ratios of what is needed to ensure
CERTAINTY OF END RESULTS.
This means
that in your Quality-Assured Accountancy Client-Acquisition Service,
you will have enough marketing going on to produce a sufficient
number of potential clients of ample quality, followed up by
you with a set of tools that further increase their interest
and understanding, set up in an ingenious sign-up method to a
service considered uniquely desirable by prospective clients...
so that you WILL receive new clients at the end of it.
In other words,
we've done our homework, tested each part of the system for years
and with thousands of prospective accountancy clients to know
with full certainty the ratios and phases and actions needed
to guarantee new clients at the end of it every month for you,
the accounting practitioner.
We're not out
to "try" anything with the Quality-Assured Accountancy
Client-Acquisition Service. We only aim at successfully increasing
the number of your accountancy clients while ensuring that your
new clients produce more income and profits than previously.
Due to these
factors, your Quality-Assured Accountancy Client-Acquisition
Service is known for producing an unparalleled CERTAINTY OF RESULTS.
Competition
locally within the accounting industry
 I
wish that it was in my power to guarantee the success of ALL
accounting firms in each area, but unfortunately it is not.
Currently there
are simply too many accounting firms and practices compared to
the demand for everyone to expand... or even retain a viable
clientele to sustain their presence within the public practice
of accounting.
With your Quality-Assured
Accountancy Client-Acquisition Service we can guarantee healthy
and profitable expansion to ONE accounting firm in each area,
but as some 96% of new clients are "someone else's old ones,"
it goes without saying that new clients are taken from local
competitors.
And while this
is done at the highest ethical standards without ever talking
down competitors, you understand that it's not going to be pleasurable
to your competitors.
The law of
supply and demand in a local market reacts to improvements and
positive changes made by any single practitioner. That's to say,
when one accounting firm begins offering something that's perceived
as more useful, more beneficial, more interesting by CLIENTS,
a flow of clients to that practice is inevitable.
That's the
reality of the industry when it comes to local competition.
Against that
reality, one wonders why some accounting firms aim solely at
RETAINING their market share without any desire to expand locally.
Remaining stagnant in an ever-changing competitive scenario is
perhaps the most difficult of all goals... and, amazingly, the
riskiest one at that.
Honing one's
client-acquisition onto an effective level would allow the firm
to influence the QUALITY of its clientele so they can gradually
afford to get RID of those low-profit, uncooperative and slow-paying
undesirables and REPLACE them with a more appreciative, cooperative
and affluent type of client.
That's the
best strategy IF expansion in terms of NUMBER of clients is currently
difficult or risky due to difficulties in human resources or
other such issues.
That way, you
can react instantly if and when someone in your area changes
the balance of demand by introducing a more desirable service
concept OR by starting an aggressive marketing campaign.
The point is
that an accounting firm that changes the local balance of power
will obviously NOT have the professional courtesy to inform his
competitors about his plans or actions. It usually takes months
or years for others to catch up with it, at which point the damage
is done in terms of loss of clients... and it's always the BEST
type of client that we lose, right?
It might be
a better strategy to have the capacity to attract new clients
already, so as not to be caught dead in the water by changes
in the local competitive environment.
That would
ensure the firm is basically ready to shift into a higher gear
instantly if someone else in the local competitive scene changes
the balance of "laws of attraction" and begins acquiring
new clients of the better type.
Only one Exclusive
Territory per viable area
 If
there is a fault with this system it is that your Quality-Assured
Accountancy Client-Acquisition Service only works for ONE accounting
firm in each area.
That's because
it draws its immense power from the existing state of things
as seen by clients of accounting firms, offering that which clients
want but don't receive from their current accounting firm.
Let me explain
that a bit.
Traditionally,
we look around to competitors to see what they HAVE. But this
system has moved mountains — and researched the needs of
accountancy clients for years — to find out what's NOT there
but SHOULD BE since clients want it.
And you can't
look at your competitors to see what's NOT there, right? Yet
that's what your Quality-Assured Accountancy Client-Acquisition
Service is based on, offering businesses what they WANT but what's
not available from your competitors.
That's its
strength and that's how it draws its power from the existing
state of things as seen by clients, offering what they WANT but
aren't receiving... or rather what they THINK is NOT available.
But obviously
it works best if only ONE accounting firm in each area is able
to offer it.
And because
we obviously benefit from ensuring OUR client has the upper hand
in competition, we only accept ONE accounting firm from each
area.
For this reason,
your Quality-Assured Accountancy Client-Acquisition Service comes
with exclusivity of territory.
Together we
define a viable area of operation for your firm, one that combines
the vital factors required to keep your accounting firm expanding
continually by accumulating the best type of client from that
area for years to come.
And then we
close that area, reserving it solely for your firm, and remove
it from our sales plans. Once an accounting firm reserves its
area, this territory is no longer available to their competitors
in that location.
Find out the
availability and map out the suitability
 The
Quality-Assured Accountancy Client-Acquisition Service is not
for every accounting firm.
Firstly, it
does not suit everyone's preferences on what they want to do
with their accounting firm or how they want to promote their
services.
Secondly, I
personally review every potential accounting firm wanting our
services just to make absolutely certain we CAN help this client
if we take the assignment.
If I don't
honestly believe we can make a difference in the success of your
accounting firm, I will not offer you this service.
And finally,
we can only take one accounting firm from one area containing
a sufficient number of potential clients to keep this firm expanding
risk-free and profitably for years to come.
We believe
in our service and know it works only if YOU are satisfied with
it and its results. For this reason, we give you full freedom
to terminate the service at any point, thus minimising the risk
of your Quality-Assured Accountancy Client-Acquisition Service.
But first of
all, you'll need to find out whether or not your local area is
available and, if you're interested in the Quality-Assured Accountancy
Client-Acquisition Service, I would advise doing so without delaying
to avoid disappointment.
We will also
help you define by your own choice whether or not the Quality-Assured
Accountancy Client-Acquisition Service suits your individual
needs, ideas and preferences that you have for your accounting
firm.
Finding out
the availability and suitability of the Quality-Assured Accountancy
Client-Acquisition Service for your firm free of charge and done
without any obligation for either party.
Simply fill
in the enquiry form below now and I will contact you to let you
know if your area is still available and we can then discuss
your requirements for client-acquisition so that you can define
whether the Quality-Assured Accountancy Client-Acquisition Service
is for you.
To avoid disappointment,
please don't delay this first enquiry if you are considering
acquiring new accounting clients.
Best wishes,
Harry Kafka
HDK
Consultants Ltd
32 Manning Close
Richmond Square
East Grinstead
West Sussex RH19 2DR
United Kingdom
Tel. (01342) 328 116
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