Accountants: Marketing helps size up prospective clients

Here’s a suggestion on the path to marketing your firm.

First, determine your specialty (or specialties). Make sure your specialty is something that you are good at, and also that you enjoy doing.

Next, market your firm to specific demographics – namely the people who are interested in your specialty.

By doing so, you will automatically start to weed out potential clients who aren’t a good match for your services. Take on engagements that fit well with your area(s) of specialization and you’ll have more satisfied clients, you’ll enjoy the work more, and you’ll be able to bill at higher rates.

One good way to acquire new clients is through a direct mail campaign. Another way is to offer to speak at local business luncheons and gatherings. As a start, contact your local Chamber of Commerce and talk to them about setting up a brief speaker’s event. Provide brochure hand-outs at the meeting and ask attendees to sign up for your newsletter or email list. Once you have contact information, you can cultivate a relationship with these new prospects.

Our direct mail kits are guaranteed to attract new clients. Give us a call and let us help you increase your profits!

Arvid Mostad

Arvid Mostad is the co-founder of Mostad & Christensen, Inc. Since 1978, M&C's marketing products have helped accounting firms build client loyalty, get more referrals, add value to services, be visible in their community, and keep clients informed.