How to Market an Accounting Business

It is normal to become complacent when you are an accounting firm with a solid client list. But you always need to be looking for the next new client. Some accountants are blessed with the ability to network while others need to be brought in to an existing client base. If neither of these pertains to you, it may be time to try some standard marketing techniques.

Instructions

Difficulty: Moderate

How to Market an Accounting Business

1. Start with what you have. Ask the clients you have out to lunch, suggest they include a coworker or friend with them. Spend the lunch be sociable and discussing common interests. Be sure to hand your client and his friend a business card and suggest you do lunch again sometime soon. Before you know it, you will be networking your way to a large book. Go through your current client list and contact the clients that may need additional accounting work done. If you are only doing their audit, they may need their return done as well. Offer to hold a seminar for each of your clients that own a business. Tap into their staff for additional clients.
2. Tap into your interests. For instance, if you are knowledgeable about restaurant accounting, hold a seminar for restaurant owners either sponsoring a speaker that specializes in something to do with the industry or leading the seminar yourself.
3. Put together a gift basket with essential accounting gear and bring them to different offices in your area. Be sure to include your business card but don’t insist on speaking to the owner unless you have made an appointment.
4. Work with a nearby banker and lawyer to gather and give referrals. They are essential players in a successful accounting firm.
5. Get your business name out there by giving your time and sponsorship to charitable causes in the community. Events always need assistance and you can often have t-shirts made up with your logo on them and wear them at the event so people associate your business with generosity. You don’t want to abuse your leverage, the ultimate goal when working with charities should always be assisting them first.
6. Give your advice out freely on occasion. Like a doctor, once people know you are an accountant you will be pummeled with questions. Anything from how to set up a business to late payment on his taxes will be asked. If you are helpful to the right person at the right time it can lead to prosperity down the road.