Do you rely mostly on referrals? Or do you have a full marketing and sales plan to gain new clients?
Jan 13th 2015
Marketing Yourself
Marketing Yourself
Share this content
Marketing Yourself
Do you rely mostly on referrals? Or do you have a full marketing and sales plan to gain new clients?
Replies (3)
Comments for this post are now closed.
In my experience Richard, most multi-partner US CPA firms have a marketing function in house now but rarely does that marketing function get held accountable for the fees (or lack thereof) that it actually creates.
Referral work is still both the lifeblood and the crutch of CPA fee growth.
Relying on referrals BY THE WRONG CLIENTS is a recipe for disaster. (Sorry about the all caps, but there are no word processing features to this comment box, and the emphasis is important.) Marketing planning needs to establish who the right clients are.
In my experience, a good way to get clients is to teach adult education courses on various aspects of tax planning, such as home sale or divorce.
Could be at places like community colleges or YMCAs. And the listing in the catalog of, say, a college, is a form of free advertising.