Would you like
your accounting clients to bring you more referrals?
 Most accounting firms
would want their clients to bring more referrals.
And I assume
you also would welcome new referrals with open arms... and wished
that each client brought them more frequently as well.
Referrals are
the best of accounting prospects. They come because someone they
trust has recommended your services. They come already DECIDED
to sign onto your accounting services, and will do so unless
something untoward or unexpected changes their mind.
The accounting
professional seldom fails to sign a referral onto his or her
services.
Referrals are
the most valuable prospect and also the easiest (and most comfortable)
to deal with, compared to any other type of prospect, such as
those acquired through cold calling or networking... or even
the occasional walk-in.
Referrals appreciate
and respect your financial knowhow. Your expertise has been warmly
endorsed by someone they know and trust... someone whose judgment
they rely on.
So they're
really already SOLD before we meet them.
Why are there
so few referrals for an accounting firm?
Essentially,
all the good work you've done has built a reservoir of goodwill
which COULD be utilised as the driving power to bring you referrals.
Yet there are
several barriers to harnessing this power.
These stops
involve your clients and their realities, views and understanding.
To acquire
referrals, you need tools to ensure your clients are...
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MADE TO REALISE
the full quality and benefits of your work |
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MADE WILLING to
recommend you to their friends, clients, associates, and trading
partners |
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TAUGHT HOW TO
RECOGNISE who needs better accounting service |
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GIVEN SIMPLE TOOLS
to introduce the concept of your services to those associates
they now see would benefit from changing over to your accounting
firm |
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MOTIVATED into
continuing to bring you referrals. |
Now the above
is a short and generalised list of the prerequisites of a successful
referral programme but it will give you a rough idea of what's
involved.
The fact is
that most accounting clients do not understand what they're receiving.
Equally accurate is the actuality that CLIENTS CAN BE MADE TO
REALISE HOW MUCH THEY RECEIVE.
Once they do,
their WILLINGNESS to recommend you has been created... but that
will not do you much good as they won't know HOW to recommend
you or to WHOM (and WHEN).
Next, you need
to DIRECT their willingness in a special way so they learn to
RECOGNISE who needs your services. This is the "whom and
when" of referring new clients.
Still they
won't do it... before you teach them HOW to do it. This involves
simple tools which need to be thought out in advance and given
to the client so WHEN he uses these he will SUCCEED.
The difficulties
with all these prerequisites are rather obvious, of course. How
do you do it so it can be done QUICKLY? You cannot take up hours
or days of your clients' time, they're busy as it is and have
their own businesses to run.
And how do
you do it so they will be INTERESTED in bringing you referrals?
What do THEY get out of it... why would they bother?
Next, how do
you TEACH things to a client without embarrassing situations?
Most business owners have absolutely NO desire to get back on
the school bench... so you need to be able to make this happen
very discreetly and so it doesn't appear to be an educational
activity at all.
And finally,
how do you create the tools they CAN use successfully, without
training?
On the upside,
once you cross those hurdles, you HAVE a successful referral
programme that produces new referrals every month with reliability
and continuity.
Which is exactly
what you can achieve with HDK Accounting Firm Referral Programme.
HDK Accounting
Firm Referral Programme
 This
service concept is basically a consulting programme, during which
we will work closely with you to help you create a functioning
referral programme for your accounting firm.
We will create
the exact tools to use for solving each of the major problems
stopping the acquisition of referrals.
We will work
with you to train one of your staff to use the tools and we will
troubleshoot your referral programme until it runs smoothly and
produces new referrals at a good ratio.
But this programme
is not for everyone.
HDK Accounting
Firm Referral Programme is for accounting firms with minimum
100 business clients. Basically the service is for accounting
firms within United Kingdom, although it can be delivered anywhere
in the world provided you accept telephone consultations and
training or are willing to travel to UK.
The goal of
the HDK Accounting Firm Referral Programme is to unleash the
potential of referrals within your clientele, to harness the
goodwill created by the years of service you've put in with your
clients.
It is easy
to imagine the benefits of activating your clients to bring you
new referrals. If every client could be made to bring ONE new
client every year... well, it can be quite something.
In reality
some clients cannot be activated while others are far more productive
than one referral a year. But the main idea is to capitalise
on your good work AND the personal networks of your clients so
that mutually beneficial cooperation comes into existence and
CONTINUES working from thereon.
HDK Accounting
Firm Referral Programme is tailored to your specific requirements
and situation, so if you are interested to find out how this
service could benefit your accounting firm, please fill in the
enquiry form below and I will be in touch.
Referrals are
the big unutilised resource in accountancy client-acquisition.
I can say without hesitation that the potential of your clientele
to bring new ones is easily 2-5 times the size of your current
customer base.
Most accounting
firms feel overwhelmed by the idea and disbelieve it. They've
tried and failed... and the human mind cannot handle failure
so we explain it to be IMPOSSIBLE to acquire referrals with any
consistency or quantity.
It is... but
only for as long as you don't INVEST ENOUGH into overcoming the
obstacles that currently BLOCK the flow of referrals.
Unblock the
pipeline and it flows.
It really could
be that simple.
If you have
more than 100 clients and would like to learn more of your true
potential for referrals, fill in the form below.
Best wishes,
Harry Kafka
HDK
Consultants Ltd
32 Manning Close
Richmond Square
East Grinstead
West Sussex RH19 2DR
United Kingdom
Tel. (01342) 328 116
CONTACT
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