Episode 34

Here's What Works on Lead Generation & Prospecting New Accounting Clients

Published on: 21st October, 2021

Episode 34. In today's news episode The Accountants Influencers Podcast with Rob Brown & Martin Bissett on what really works with prospecting and lead generation for accounting firms and CPAs.

Key takeaways include:

★ Why lead generation for accountants is a natural progression from marketing

★ How many accountants struggle to understand the differences between marketing, sales, prospecting, lead generation and business development

★ The major distinction between marketing and lead generation for accounting professionals

★ The importance of defining key metrics, growth targets and conversion rates for accountancy prospecting activities

★ How referrals lure accountants into thinking they're good at business development and selling

★ The critical message accountants should be giving prospects to lure them from their existing advisors

★ What proactivity looks like if accountants want to generate new business opportunities, and why referrals are often too reactive

★ Why it's just good business practice for accountants to know where their next clients, deals and sales are coming from

★ How accountants can build up a healthy pipeline of predictable new business opportunities

★ The critical difference between an accounting practice and an accounting business

★ How accountants can control the sales process by scheduling the next meeting during the current meeting

★ The dangers of being ignored or 'ghosted' for accounting work winners

★ Why accountants should never send a proposal or pitch document to potential new clients

★ The biggest mistake accountants make when talking to new prospects that scuppers the chances of getting a 'yes'

★ The question accounting professionals should ask to ensure all decision makers are present in a sales meeting

★ Why so much new business for accounting firms is left to chance and what drives such complacency

NOTE TO LISTENERS:

Martin and Rob love to hear from the show's 5000+ listeners in 138 countries around the world. If you have any questions, suggestions, comments or success stories, just type sayhi.chat/aip into your browser and leave us a quick and easy voice message. Or how about sharing with us your best lead generation tip?We may just feature you on the show!

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About the Podcast

Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.
Accounting Voices, hosted by Rob Brown, helps decision makers and leaders in accounting and finance stay relevant, visible and vocal in a profession being reshaped by technology, private equity, regulation and shifting client expectations. Each episode interprets the trends disrupting accounting and finance such as AI, automation, M&A, talent and the move to advisory and translates them into practical insight that strengthens authority and influence.
Accounting Voices is also a platform for the wider ecosystem of networks, associations, educators, consultants, software vendors and technology experts who serve accountants and finance professionals worldwide. It extends into regular Accounting Voices networking sessions that connect this audience and amplify ideas that move the profession forward. With its international reach and long shelf life the show delivers credibility and commercial value for listeners and sponsors alike. Search for "Accounting Voices" on YouTube for all episodes and connect with Rob Brown on LinkedIn to find out more: https://www.linkedin.com/in/therobbrown

About your host

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Rob Brown

ob Brown is the creator and host of the Accounting Voices Network, a media platform that includes the flagship solo podcast Accounting Voices and the panel shows Accounting M&A and Accounting Tech. He chairs conferences, panels and virtual events worldwide and is recognised as a leading advocate for the accounting profession.

He is an accomplished speaker and authority on trust, reputation, employer brand, talent, succession, executive presence and the forces shaping the future of accounting. Rob is the author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk The Personal Brand of You has been viewed more than 400,000 times.

A former co-founder of the Accounting Influencers Roundtable, Rob now focuses on amplifying the voices of leaders, firms, networks, vendors and influencers across the global accounting ecosystem.

Outside of work he is a stroke survivor, lives with epilepsy, holds a black belt in kickboxing and is based in Nottingham, UK. He plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.