There are easier and harder ways of finding accounting clients. But, more often than not, what we believe to be the easy way turns out to be something else. Read how to save thousands and avoid disappointments by self KNOWING how to recognise...

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Looking for an easy and fast way to get new Accounting clients?

The difference KNOWLEDGE makes in finding new accounting clients...So, you're looking for an easier way to find new Accounting clients.

You're not interested in starting to learn new marketing & sales methods and you certainly want to avoid having to create any system for these.

After all, you just want NEW CLIENTS, not an in-depth study project or full-time job as a marketer, right?

You want RESULTS and you want to find someone who can deliver those results — new clients — NOW instead of requiring you to participate on seminars or start involved home courses on the subject.

You want to take the DIRECT ROAD TO RESULTS, not the scenic route with endless studies and things before you can HOPE to get any results.

You don't want any of that academic nonsense about theory of marketing.

You don't want to go back to school to learn something that you already KNOW basically... after all, you're very successful in getting potential clients to sign on as it is... so you don't NEED to learn that any more, right?

You just want lots and lots of new potential clients which you'll then turn into clients, right? Or, you want clients directly and look for someone to provide them for a reasonable fee?

Well, I've got good news and bad news for you.

The good news is that by WANTING new clients, you're already among the top minority of Accounting firms and if you just pursue your goal, you'll be more and more successful.

The bad news is that the WAY by which you want new clients simply doesn't exist. It's an impossibility, something that cannot be delivered by anyone.

Oh, you'll find those who will CLAIM or PROMISE to deliver it. But that's not the same thing as actually GETTING it.

Let me explain.

- Tax return Melbourne -


If it REALLY was possible to sell clients profitably, don't you think every Accounting firm would buy new clients?

The subheading above explains my point. No doubt there are some impressively powerful salesmen out there who have a high closing ratio and could sell your services... IF only it was possible to SELL someone else's Accounting services as such.

But it isn't. Not so that the resulting flow of new clients would bring you PROFIT.

See. For the first, the relationship business owners have with their Accountant is very much a personal thing. It's a relationship built on trust and your personal characteristics as experienced by the client.

And there's no way someone ELSE could create that relationship with you... without you present, is there? And that's what MUST happen BEFORE a business owner signs onto your services.

There's no way to get a business owner to sign onto your services without some extensive discussions with YOU. He isn't going to take a salesman's word for it: He MUST experience communication and negotiations with YOU personally.

After all, it's "YOU" he buys, in a manner of speaking.

Thus, no matter how powerful a salesman you hire, the fact is that YOU are going to have to convince each potential client personally.

So, what's the point in hiring an expensive salesman only to have to do his work for him?

All right, but there are other ways.

For instance, what about getting a telemarketing agency to find those potential clients FOR you, then?

I mean, there are a few agencies offering these services... so why not just get them to do it and make sure that your specifications of "acceptable leads" are tight and demanding... so that you'll get great leads that inevitably lead to sign-ons with a high success ratio?

Well, again there's that point of feasibility. No matter how tight specifications you set for such services, it's not going to make it any more possible.

The leads will be different from those you receive from existing clients and an occasional call from a listing. Very different.

They don't know you. They may not even be interested in changing Accountants. There's really only ONE certainty about such leads: A very persistent telemarketer made the call and got them to say "YES" to a meeting with you.

If it was possible then don't you think just about everyone would buy such leads?


Understanding human frailties in buying and selling

I'm sure you're well acquainted with the problems in selling your services. Potential clients are not only sceptical about every claim you make but they also set additional demands.

It's a game, essentially, in which the buyer knows he holds the trump cards: The salesman wants the sale much more than the buyer needs to buy, so it's the perfect situation to ante up the stakes and get as many additional demands as possibly included in what you get for your money.

This bargaining leverage is a brutally powerful weapon whenever the item of sale is a service that the buyer can live without... as is usually the case with a telemarketing service for finding potential Accounting clients, for instance.

But, see... the salesman works on commission and that makes him liable for bending the rules.

He wants the sale (the commission) SO much!

In fact, he wants it too much to ensure that YOU won't be left with any false ideas of what the service can DELIVER.

For the salesman, the temptation is usually far too much. It's all too easy to "misunderstand" some demand you had, it's very easy to ignore VERBAL agreements or even misinterpret written ones.

Once you're signed, it's your responsibility to PAY... and then you have to go into a lot of work visiting the leads they get you BEFORE you can evaluate whether or not they're any good.

By that time, you've spent a fortune... and, having received the leads they got you, what can you do but terminate the contract (IF that's an available option) and cut your losses?


Why easy ways (magic wands) are so popular and why people believe that miracle pills exist

It has been said that you can be cheated only if you're looking to cut corners in achieving something worthwhile. Miracle pills offer a tempting alternative:

"Get the gain without any pain! Achieve a long-term objective without spending the time, effort and money required to reach your goal..."

It's understandable to hesitate going into a longer project seemingly without any assurance that you'll be rewarded by success at the end of it.

The idea of committing to so much effort, time and expenses terrifies us by its magnitude alone — to say nothing of uncertainty about whether it'll prove worthwhile in the end.

Of course, you know this phenomenon very well from dealings with clients. No doubt you've heard some cooky ideas on how the business owner thinks he can get ahead by some excotic "deal"... and you know how insistent they can be to go ahead with such crazy schemes despite your warnings.

But we are ALL subject to the same temptation of getting ahead without doing what it takes to do it the right way.

And that's why we are predisposed to getting cheated by those who promise the easy way to reach our goal.

We reason like this:

"Sure, it costs quite a bit of money... but if I can avoid having to invest my time in LEARNING the system, if I can just GET THE RESULTS without spending my TIME..."

Well, you know what they say: If it's too good to be true, it probably isn't...

And so it is with marketing Accounting services. It is a skill comparable to Accounting. It cannot be BOUGHT.

It has to be LEARNED.

You would NEVER hire an Accountant who doesn't have the required experience and skill to handle the job. You would never hire someone who's BOUGHT a certificate but never practised.

The same principle applies to marketing and sales:

You can't BUY clients or marketing of Accounting services.

But you can buy materials that will teach you the skill, educate you on the basic FACTORS influencing the sale of your services, tutor you step by step into the successful ACTIONS that'll result in more clients, and give you the proven and tested TOOLS to affect positive results.

You can buy a system used successfully by others and then apply it to your firm... and, in the process, become a skilled expert of marketing and selling YOUR services.

And ONLY THEN you can get others to perform the marketing and selling of your services successfully.

There are no shortcuts to expertise.

You know there aren't. You're an expert and you didn't get where you're at today by cutting corners. You got there by learning from experience.

While marketing of Accounting services is a major skill, LEARNING it is much easier than reaching expertise in Accounting itself.

MUCH easier.

That's if you have a system like Modern Accountancy Marketing & Sales Course.

While in the marketing and selling of Accounting services there are about 100 smaller steps to do in order to reach success (new clients at a high success ratio), in Modern Accountancy Marketing & Sales Course these actions are incorporated into a set of ready-to-use tools and you can learn to use each tool within HOURS.

If you want to solve the marketing and selling of your services, if you want to remove any obstacles in being able to obtain new clients WHEN YOU WANT... then there's no other way to do so but to LEARN the skill and technology personally.

That doesn't mean that YOU would have to become a salesperson or that you have to handle these tasks from hereon out.

The Modern Accountancy Marketing & Sales Course includes all the systems with which you can get OTHERS to do your marketing and selling — successfully.

But you can't bypass knowledge yourself.

You can't get others to sell successfully without fully understanding how it is done.

Trying to bypass knowledge doesn't work in Accounting. It also doesn't work in marketing and selling of Accounting services.

Tackle it head-on and you'll find out how easy and fast it can be to BECOME THE EXPERT in marketing and selling your services!


The huge difference between self-sufficiency and dependency on others

While it's NOT possible to find someone to take care of your marketing and selling (without first getting the knowledge yourself), let's look at what would happen if it WAS possible.

If it WAS possible to get new Accounting clients delivered by someone else... would you really want to be totally dependent on someone else for your success?

Indeed, if it was possible, would you settle for being totally dependent on someone's sales for your new clients?

Just imagine the leverage it would give to that other party to increase his prices as no-one else can deliver what he does.

And think how easily they could RESELL those clients they got you by promising something better to them if they again change Accountants?

If you think that you could control this by legally binding contractual commitments... think again.

I've been there (as the paying party) and there's just no way to create an ironclad contract to safeguard against the many possibilities by which you could be done in with.

Compare that to having the tools and skill to get new clients whenever you want... without any help from anyone or having to pay exorbitant fees for such services.

Imagine having the FREEDOM to get clients any time you want, without having to pay anyone, without being dependent on anyone's skills, participation or whims.

Imagine what that could produce within a single year.

Next, think what a difference it would make in FIVE years' time.

Granted, it takes some work. You cannot remain a stranger to highly tailored accountancy marketing & sales techniques.

You do need a system that has practical and ready-to-use tools (such as letters, interviews, service models) and you have to acquaint yourself with those techniques to achieve full independence in acquiring new clients.

But it's relatively inexpensive and quick to GET all that.

And, once you're there, YOU are in control of expansion:

You can get clients whenever you want... and at a very affordable cost so the fees will actually increase your profits (and not the other way around).

Don't go for a service promising direct client acquisition.

It's not possible for someone else to get you clients. Some claim that it is possible... just so they'd get your signature on a costly contract.

But, if it sounds too good to be true...

There's just no way anyone COULD provide you with ready clients — not if YOU want to turn a profit from these clients.

Let's face it:

Clients you BUY are just like water poured into a well... it just won't stay for very long. And so you'll not only 4-5 times more for each client but also lose them much faster than is the case with clients you've obtained with your own hard work.

If you want new clients, you have to "bite the bullet" and take the tested and proven route:

Get yourself a practical system for obtaining Accountancy clients, burn the midnight oil to study the techniques and put in the time to practice those vital client-acquisition actions until you can get new clients whenever you want.

Click here to read about Modern Accountancy Marketing & Sales Course. It's the proven route to getting full control over the marketing and selling of Accounting services.

Alternately, view the presentation of our unique theme seminars that can also be delivered as consulting.

Get the knowledge first. It's the only way to obtain many sustainable and realistic alternatives for obtaining new clients successfully.

In the long run, it is the shortest, easiest and fastest way — no contest!

Best wishes,

Harry Kafka
HDK Consultants U.S.A. Inc.
PMB 211, 411 Cleveland Str.
Clearwater, FL 33755, U.S.A.
Phone (727) 474 1206
Calls from outside USA: +1 727 474 1206

Practice Management Articles

- Monthly Financial Consulting Service: Introducing the proven superior BASIC accounting service that will give you a steady flow of new clients: The MFCS practically sells itself!

IF there was a way to ensure that clients understand and use the information they receive from YOUR basic Accounting service... you would have a mile-long queue of business owners outside your door, all begging for you to accept them as new clients!

CLICK HERE to read how to start delivering a basic Accounting service that 85% of business owners consider so valuable that they would immediately start considering a change of Accountants if they thought it was available...

How to ware your Marketing Hat with a creative, results-producing viewpoint?

As the owner of an Accounting firm, you have many separate tasks and hats. In this article, we examine how easily one can think about marketing "wearing the wrong hat"... and how to avoid the inevitable cost...

CLICK HERE to hold onto your Marketing Hat and make life a lot easier!

Why not offer what businesses want MOST?

51% of small businesses turn to their Accountant for advice...but are we WASTING this natural demand by NOT advising SMEs on the most make-sense and NEEDED areas of enterprising... just because they don't know how to ASK FOR IT?

CLICK HERE to see how you can give clients what they want most....

Packaging Accounting services into highly desirable products

What on earth is PACKAGING? Well, it's the first and most important part of marketing... something without which you will have enormous hardships in getting your services sold effectively because you're not utilizing the PULL that's there. If you read nothing else from our web site, PLEASE read this...

CLICK HERE to read how you can package your Accounting service so it has tremendous pull for your main market — so the service will SELL all on its own!

Instead of paying thousands, how about GETTING PAID for marketing your Accounting services?

In your wildest dreams, have you ever imagined that marketing your services could DIRECTLY BRING INCOME instead of costing an arm and leg?

No, you didn't misunderstand and there's no mistake here... and it's not a wild scheme but something a growing number of firms are employing today...

CLICK HERE to read how Accounting publications can start bringing you a direct income AND new clients!

Looking for inexpensive marketing ideas for a small or startup Accounting practice?

A small Accounting firm has some very speficic requisites for any marketing system. Otherwise, you're playing with the very survival of your practice.

There are certain simple basics on how to EVALUATE Accountancy marketing systems on whether these really have what it takes for you to get new clients.

CLICK HERE to learn how to evaluate your needs for an Accounting service marketing system!

Making use of normal people in selling Accounting services... or are you planning to do it yourself forever?

Read this article to find why it's seemingly impossible to get someone to sell your services successfully. Once you KNOW, you can actually DO IT...

CLICK HERE to learn how you can help average people become highly effective sales persons for your Accounting firm!

EXPANSION-MINDED OR NOT? Why not take this tongue-in-cheek test to measure your readiness for expansion...

Expansion doesn't just happen like a lightning out of blue skies. It requires favourable circumstances... Here's a test for you if you have what it takes to BITE bite into this hot chilli pepper...????

CLICK HERE to test how ready your firm is for healthy expansion at this moment!

Ready-to-use tools for finding prospective Accounting clients and to present & sell your services successfully:

What's all the fuss about ready-to-use tools for marketing & selling Accounting services? What's the difference — if these are NOT software solutions then WHAT are they?

CLICK HERE to learn the secret of ready-to-use marketing & sales tools used by the most successful Accounting firms today!

The biggest trap stopping you from obtaining Accounting clients at will...

There's an insidious, invisible TRAP into which we've all fallen. If allowed to remain unnoticed, this trap mechanism will effectively keep any Accounting professional from ever gaining the ability to obtain clients at will.

Knowing the anatomy of this insidious trap (and knowing how to get out of it) is probably the most vital piece of knowledge for unleashing your true potential in acquiring new clients at will.

CLICK HERE to learn the biggest trap stopping accountancy client acquisition... and how to guarantee it won't stop you from obtaining accounting clients at will!

Why you can't find anywhere NEAR as many prospectice clients as you want:


Why does it appear impossible? Why do you get SO FEW referrals and prospects? What's causing this?

Well, chances are you've totally overlooked the biggest source of prospective clients in your area!

CLICK HERE to read an amazing article on different types of prospects and what you need to find and sign these onto your services successfully!

Pricing Accounting services at value... but what's the value to clients?

Pricing your service by hourly rates will always result in lots of upsets and unnecessary explanations.

Why not adopt the principle of charging for availability of advice and at the value your expertise really represents to clients?

How can you CREATE that value in the minds of your current and future clients? Its not all that hard if you know how to do it...

CLICK HERE to see how Accountants have been able to achieve freedom from hourly rates while increasing profit by an avearge 22 percent....


Do you KNOW what what business owners think about, value in, and want from Accounting... or just THINK you do?

Are you LOSING THOUSANDS by assuming business owners think the same way you do about Accounting services? Could it be that their viewpoint is very much different?

One thing is for certain: If you align your marketing message to meet EXACTLY what business owners want from Accounting services, you will start gettin a lot of new clients. Read why most Accounting firms are SO CERTAIN THEY KNOW while they still can't get new clients...

CLICK HERE to read this amazing and life-changing information on how you can start controlling the flow of new Accounting clients!

Accounting service marketing: Getting your message across

Why is it so difficult to get ANY response to marketing letters, ads and sales promotions? What can you do to change it?

CLICK HERE to read how you can get your Accounting service marketing message across and create lots of interest for your services!

Why "hiring a marketing expert" won't cut mustard if you want new clients...

One of the most common misconceptions among mid-sized Accounting firms is to think that all they need for marketing is to hire a marketing expert.

But that's really like solving a transportation problem by hiring a chauffeur and forgetting that he needs a VEHICLE to drive before any results can be hoped to be obtained...

CLICK HERE to read what you need BEFORE hiring a marketing expert for your Accounting firm for RESULTS...

So you're looking for a faster, easier solution to finding new Accounting clients?

Many Accounting professionals in public practice don't really want to get involved in marketing and sales that much. Instead, they're looking for a fast and easy solution to finding new clients.

But BUYER BEWARE... does such a system EXIST at all? Well, many CLAIM that it does but if it sounds too good to be true...

CLICK HERE to read why looking for an easy way of finding Accounting clients can make you vulnerable for untold trouble!

-Vital necessity of troubleshooting-- When choosing a marketing system for your Accounting firm...

Learn the insider secret on how you can instantly spot a functional marketing system and reject untried and unproven systems. The secret lies in whether or not the system has TROUBLESHOOTING TOOLS...

CLICK HERE to read why the inclusion of troubleshooting tools is so vitally important when choosing a marketing system for your Accounting firm!

Risk Management: Controlling the risks in marketing Accounting services

CLICK HERE to read this eye-opener about risks of marketing Accounting services and how to minimise them for yourself!

So you HATE cold calling and don't AT ALL believe in telemarketing?

Then JOIN THE CLUB... you're definitely not alone!

But is telemarketing really a waste of time and money... or is it simply that you need a completely DIFFERENT approach (and system) to get lots pf prospective clients for Accounting services by way of telemarketing?

CLICK HERE to read how altogether 10,000 preselected prospective Accounting clients were obtained by a simple telemarketing speech...

Prospective Accounting clients through direct mailing?

Many Accounting professionals in public practice have tried their hand in creating sales letters. And most of us have had to give up for it's very expensive to find out that the letter doesn't bring results...

To get results, you need to use exactly the right words and concepts in your letter. And while it's not much of a secret, it makes a huge difference in response...

CLICK HERE to read how you can use direct mailing letters to obtain a good number of interested leads!

7 factors governing the success of Accountancy prospecting

CLICK HERE to read a 7-point evaluation on factors influencing how many potential clients you find

You're 98% success... but to get a new client you need a hundred!

CLICK HERE to find those missing 1-2 percent in order to harness your true marketing potential

- FIGHTING BACK: How certain are you that it is impossible to get new clients for your Accounting firm in today's economic situation?

Midst all the bad news, it's easy to forget that an economic slowdown contains both risks and opportunities, just like any other. Doing nothing is the only certain way to ensure that the situation can do maximum damage.

In fact, during recession you can make a HUGE LEAP FORWARD in terms of increasing your clientele and income... simply because most of your competitors do absolutely nothing. All you really need is to have a marketing strategy that aligns with the economic situation.

CLICK HERE to read how to harness recession to get lots of new Accounting clients!

How to SELL without having to use superlatives about yourself?

If only it was easier to sell...

Selling your own ability - yourself, in essence - is often not too pleasant. Using superlatives can be very embarrassing... and one can also argue that such salesman antcis don't go well with the image of an Accounting professional.

It's a paradox - if you tell the client how great you are, he might get turned off... but if you don't, he just won't know.

CLICK HERE to read how you can unleash your true selling power while remaining in your Accountant's role!

New Generation Accounting Service PRESENTATION techniques

The traditional Accounting service presentation has outlived its usefulness. It still works with referrals and some prospects, but if you are serious about getting a lot MORE clients, you'll want this amazing new technique...

CLICK HERE to read more on how to increase sales remarkably with a new Accounting service presentation technique!

Advertising & Marketing of Accounting services - a complete waste of effort and money?

Well, admittedly it often is. Why is it so difficult to get RESULTS from advertising or marketing campaigns? What's the catch?

CLICK HERE to learn why advertising accounting services doesn't work... and how you can change that!

Are you practical or not when it comes to selecting a marketing system for your Accounting firm?

How can you find out beforehand whether or not a marketing system is practical and easy to use? Is it possible to estimate how fast and easy it is to start using the system and actually OBTAIN the expected results... new clients?

CLICK HERE to read how you can evaluate an accountancy marketing system for its practicality and usability before buying it!

Comparing Accountancy marketing systems: The ease of getting started and the degree of support

In selecting a practice management system for your Accounting firm, it is essential to ensure those offering the system have actually used it themselves...

CLICK HERE to evaluate the practical experience behind any Accounting service marketing system.

THE DIFFERENCE between traditional and modern marketing techiniques for Accounting firms

Traditional Accountancy marketing has a lot of good and perfectly applicable parts and practices. But some parts are ineffective by now. Learn how you can get results by using the MODERN marketing tehniques...

CLICK HERE to read an article that will forever change the way you think about marketing Accounting services.

You don't want to increase the NUMBER of Accounting clients but REPLACE a few with BETTER paying & more cooperative ones?

Sometimes the idea of increasing the number of clients isn't appealing for obvious reasons. Not everyone wants to expand through a vast clientele and take on the hassles of employing many people. A sole practitioner who's been in practice for a while usually has TOO many clients already... and too much hassle. The old 80/20 rule (20% of clients cause 80% of the hassle but not of the income) can be beaten but it takes a bit of cunning.

CLICK HERE to read how to start changing the profile of your clientele so that you get more of those profitable and cooperative Accounting clients and can replace the bad ones!

How to sell advanced added-value Accounting services

Many Accounting Professionals have superb additional services to offer to their clients. But why are those added-value Accounting services, special consulting, valuation and other such excellent services so difficult to sell?

There's a very simple and logical reason for it - and once you know what the barrier is, you can effectively open the door to increase the sale of these additional services.

CLICK HERE to read the full article on solving the riddle of getting advanced Accounting services sold.

How to sell Accounting services: Getting your hourly rates accepted by prospective clients

Majority of business owners seek for low-cost Accounting services. Justifying reasonable hourly rates is a constant pain and source of disagreements.

There is a simple way to help your prospects and clients accept your fees...

CLICK HERE to read on pricing of Accounting services and achieving acceptance the fees.

Do you want to get a lot more REFERRALS for accounting services?

Referrals are the cream of all potential clients for an Accounting firm. They're easy to deal with and you can close almost all of them onto your services.

But why are they so hard to find? And how do you INCREASE the flow of referrals?

CLICK HERE to learn the six factors governing the flow of referrals for Accounting services!

-Accounting Firm Prospecting System Evaluation Points-

Does it have correct Approach in Prospecting for Accounting clients?

Does the prospecting system have a planned and tested route
from contact to sign-on to follow?

Does the prospecting system have ENOUGH of what it takes
to really GET results?

Does the prospecting system include a systematised method
with TOOLS that require no training to use?

Does the prospecting system allow for constant marketing outflow
& sales activity of practical nature?

Does the marketing system include a way to monitor results
and troubleshoot problems?

Does the marketing system put you in control and give full
independence to obtain new Accounting clients wherever you want?

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