{"id":119714,"date":"2023-11-19t11:55:07","date_gmt":"2023-11-19t16:55:07","guid":{"rendered":"\/\/www.g005e.com\/?p=119714"},"modified":"2024-08-27t17:00:36","modified_gmt":"2024-08-27t21:00:36","slug":"happy-clients-will-blow-your-horn-for-you","status":"publish","type":"post","link":"\/\/www.g005e.com\/2023\/11\/19\/happy-clients-will-blow-your-horn-for-you\/","title":{"rendered":"happy clients will blow your horn for you"},"content":{"rendered":"

\"burst<\/strong><\/p>\n

these are the best referrals you can get.<\/strong><\/p>\n

by hitendra patil<\/i>
\nclient accounting services: the definitive success guide<\/i><\/a><\/p>\n

to expand and grow your client accounting services practice, you need a steady stream of new prospects. while referrals have been accountants\u2019 #1 source of getting new clients, this method gives no predictability and control to accountants on which types of prospects come in their doors. you need the ability to attract cas-fit clients continuously. hence, your lead generation process needs to be adjusted accordingly.<\/p>\n

more: <\/b>start with existing clients to add cas<\/a> | your clients\u2019 words = your new cas marketing<\/a> | price by outcome, not time spent<\/a> | your cas engagement letter needs a reset option<\/a> | help your clients run their businesses better<\/a> | cas tech stack depends on cloud use<\/a> | five ways to profit from cas<\/a> | cas is a value pitch<\/a> | accountants are perfect for virtual cfo roles<\/a>
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the accounting profession\u2019s largest cas survey revealed that along with the firm\u2019s website, \u201cproactively seek referrals\u201d is the top marketing method for firms to get new cas clients. how do you proactively seek referrals without waiting for them?
\n
\nmarketing legend jay abraham recommended a genius method to generate several referrals quickly. (i strongly recommend jay\u2019s many books, which are a real-life marketing university for several types of businesses. his website, abraham.com<\/a>, gives out several marketing insights for free.) it involves requesting your existing clients (business owners) to let their customers and vendors know how good you are and why they should consider exploring working with you. how do you make it easier for your clients to actually do it? make them a hero!<\/p>\n

get the ceo\/owner of your client\u2019s business to send out a letter\/email to their customers\/vendors\/connections. ideally, print and mail a physical letter \u2013 your firm should pay for preparing\/printing\/mailing, etc. here is a template of such a marketing letter:<\/p>\n

hi <first name>,<\/p>\n

it\u2019s rare for me to ever write to you in the first place, much less write to you about someone in another business. but i\u2019m writing to tell you about my accountant, <your name here>, and tell you about some of the most important things he\/she and his\/her team have done for me.<\/p>\n

<give a list of critical problems solved, cost savings, money-making impact your firm delivered, etc. \u2013 up to three to five bullet points><\/p>\n

because i appreciate the patronage you\u2019ve given my business for so long, i was thinking about sending you a thank you card or a small gift, but i decided to do the noblest thing i could do for you, i.e., to buy you an hour of my accountant\u2019s precious time (he\/she charges x dollar per hour for such consultation and he generally has limited availability) \u2013 because i think you and your business will benefit from his\/her expertise.<\/p>\n

so, i\u2019ve arranged to do that, and there\u2019s no charge or obligation ever to use his\/her services again. it\u2019s not going to cost you anything, but you\u2019ve got an hour with him\/her to talk about any subject you want, whether it\u2019s overviewing your business, financial planning, tax planning or whatever. i can\u2019t recommend him\/her enough.<\/p>\n

here\u2019s his\/her number _______ and his\/her email address _____________. just tell <your name here> that you\u2019re the person i\u2019ve bought the hour of time for.<\/p>\n

sincerely,<\/p>\n

-\/signed<\/p>\n

name of the ceo<\/p>\n

on average, if each of your existing clients has just 25 vendors and 50 customers, imagine your \u201creach\u201d for getting new referrals. at the most conservative estimate, even with just 10 percent success rate (only one out of 10 recipients of such letter reaches out to you), you will get several one-on-one discussions with business owners. and i am sure the success rate will be much higher because you are leveraging the existing relationship\/trust that your clients enjoy with their vendors\/customers\/connections, and that helps you bypass the lengthy and costly path to gain the trust of new leads. this method can be the most economical marketing method you will ever deploy.<\/p>\n

if you noticed, this method is based upon two fundamental human behavior drivers \u2013 social proof and reciprocation. if you talk about your value, it is advertising. if someone else talks about your value, it is a testimonial; it is social proof of your value. if you have done some exceptional work for your clients, they will want to return the favor, i.e., reciprocate, even if they may not even know they want to do so. jay abraham calls it \u201cthe relational capital,\u201d which is the most powerful of different types of capital you can have (financial capital, human capital, knowledge capital, experience capital, etc.).<\/p>\n

the same principles of social proof and reciprocation can drive another method of lead generation for you: getting google reviews (and other online testimonials) from your clients. if you haven\u2019t already done, get your free business listing on google. then ask your happy clients to post google reviews. it is not necessary to have only 5-star reviews. some recent studies showed that an average of 3.5 to 4.5 is more believable than a perfect 5-star average. when your prospects search for the keyphrases that relate to the services you offer, if you have more reviews, your listing will show up on top of the search results. and because google\u2019s algorithms treat every business listing as a local business, you are competing for localized search result rankings, and your listing can more easily reach the top few results shown. i know of many firms that regularly get new clients who find those firms via google search. for many such firms, it is their largest source of getting new clients!<\/p>\n

here is a template of a letter\/email that you can send to your happy<\/strong> clients to request such reviews. but, before sending out this letter\/email, make sure you have identified that the client is pleased with your services.<\/p>\n

subject: can you please do me a favor?<\/p>\n

hi <first name>,<\/p>\n

i was thrilled to hear you\u2019re delighted with my firm\u2019s services. it brought tears of joy to my eyes. we live to make clients\u2019 lives better, and there is no better feeling when we see clients are happy.<\/p>\n

i was wondering if you could share your experience of working with my firm. can you please do me a favor and give me a quote\/review on google, something like:<\/p>\n

\u201c<your firm\u2019s name> has been the secret of sustained growth of our business. <your name>, the owner of the firm, got associated with us when we were struggling with <a top challenge your firm helps overcome, e.g., cash flow challenges>. not only did they figure out what we were doing wrong, but they also gave us deep advice on multiple ways of corrective actions we could take. this help has been worth way beyond the fees we pay, and if i have to guess, i can safely say that we save at least $x thousand a year on overdraft interest costs due to the techniques <your firm\u2019s name> helped us implement.\u201d<\/p>\n

<your client\u2019s first name>, of course, you can edit\/change this entirely as you like. if for any reason you are not comfortable doing this, i will totally understand.<\/p>\n

thanks,<\/p>\n

<your name><\/p>\n

this template has a few human behavior science-driven techniques built into it. let me explain:<\/p>\n