Want to win over some new clients? If so, you have to be willing to put in a little elbow grease. Sure, growing your client base doesn’t happen overnight. But with a little research, the right marketing strategies, and a few tips (eight to be exact), you can expand your client base in no time. Here’s how to get more clients and grow your firm to its fullest potential.
How to get more clients
To get clients to come to you, you have to be willing to put in the work. Use these eight tips to attract clients and build lifelong partnerships for your firm.
1. Determine your niche
What makes your firm stand out? Before you can expand your client base, you have to determine your value proposition and what sets you apart. Otherwise, you may wind up just blending in with other firms with the same offerings.
To find your niche, you can look at your:
- Personal interests
Ask yourself questions like, “Why should potential clients choose me over everyone else?” and “What industries and business types do I want to work with?” to narrow down your niche.
Once you figure out your niche, list it on your website, business cards, social media, etc. That way, potential clients know exactly who you are and what you do (e.g., accounting firm for small businesses).
2. Utilize social media
In this day and age, the vast majority (roughly 72%) uses some form of social media. And yes, this includes your clients. If you want to grow your client base, social media is a must.
For starters, make sure you use the social media platforms that your clients are using. The last thing you want to do is waste time using social media that your clients aren’t active on in the first place.
Here are some platforms you may want to join to spread the word about your firm:
Once you’re active on social media, post regularly to start growing your platform to connect with a larger audience. You can also ask current clients to follow you and put your social media handles in as many places as possible (e.g., website, emails, etc.).
The bottom line is that you should be active in some shape or form on social media. Ads, comments, likes, posts—the social media world is your oyster.
3. Be transparent and trustworthy
Clients don’t want someone who can just crunch numbers. They want something so much more than that: a trusted advisor.
If you want to get more clients, show them that they can trust you by being transparent and your authentic self. To help gain trust, listen to your clients, always deliver on promises, be open and honest, and talk to clients about their goals.
Building trust with current clients can help you gain a good reputation. So, prioritize being not just an accountant, but also a trusted advisor.
4. Fine-tune your accounting firm website
Your accounting firm website may be the first impression a potential client gets of your firm. So if it’s clunky, hard to navigate, and frankly, a hot mess, it may have potential clients running for the hills (and into the hands of another accounting firm).
To fine-tune your website, make sure it’s easy to find and navigate. Your firm’s website should:
- Communicate who you are
- Showcase your value
- Tell potential clients what you offer
- List contact information
- Have a clear CTA (call to action)
- Include background information and certifications
To ensure your website is easy to find, make sure to use SEO (search engine optimization) best practices, like using main keywords (e.g., small business accounting services) and optimizing your site’s load speed. SEO can make or break your website, so be sure to always keep it at the forefront of your mind when building and maintaining your website.
5. Go where the clients are
Where are your clients flocking to? Social media? An accountant professional blog? Online forums? Trade shows? Wherever your clients are going, follow them.
You can’t expect to grow your client base if you don’t go where your target clients are at. So, do whatever you can do to find your clients and start a conversation with them. This could be anything from an online forum to networking events.
Whether it be snail mail, Google ads, or social media, invest in accountant marketing methods that put your firm in front of potential clients. And, don’t be afraid to try something new—you never know what it could lead to!
6. Network, network, network
Piggybacking off of Tip #5, networking is a major part of how to get clients. After all, if you don’t network to get the word out, you could wind up missing out on a ton of potential clients.
Not sure where to start when it comes to networking with new clients? Here are a few ideas:
- Go to a conference
- Attend a local networking event
- Join professional organizations
- Speak at events
The more networking you do, the better. There is no such thing as “too much” networking. So, put yourself out there, get creative, and stay active in the networking sphere as much as you can.
7. Use content marketing
To help get people to your firm’s website and attract new clients, use content marketing to your advantage.
So, what exactly is content marketing? Content marketing includes creating and sharing material online, such as blog posts, videos, and social media posts, to stimulate interest in products or services.
You can drive traffic to your firm’s website by creating content that’s helpful and practical to new and existing clients. This may include blog articles, help articles, whitepapers, and more. Experiment with different types of content to see what does and doesn’t work and go from there. Whatever you do, make sure you track metrics to see what works.
8. Ask for referrals
Current clients lead to future clients. How? With referrals. According to one study, nearly 81% of firms said referrals were their main source of leads. So, it’s no shocker that referrals can be a big win for your firm.
If you want to attract strong leads and onboard as many clients as possible, set up a referral system and ask clients to refer their friends, family, etc. You can incentivize clients to help you bring in new business with a discount, free service, or other rewards.
Remind your current clients regularly of the referral program, whether it’s in person, on your website, through emails, or on social media.
Your clients are your best marketing force. Use them to your advantage to help bring in new clients and back up your brand.
This is not intended as legal advice; for more information, please click here.