There's an unseen trap mechanism so strong that it has stopped most Accounting firms from all marketing and client acquisition for decades. Yet it is simple to disarm and get a whole new outlook on client acquisition but only if you KNOW....

Biggest trap stopping accountancy client acquisition
Accountancy client acquisition

Biggest trap stopping accountancy client acquisition

Helping your Accounting firm acquire clients at will

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Biggest trap stopping accountancy client acquisition...

Anatomy and solution of the biggest trap stopping accountancy client acquisition: If you want to get through the wall of acquiring Accounting clients at will... disagree!

The upside down world of marketing Accounting services...The way we think is basically the starting point of any future marketing project and accountancy client acquisition is no exception to this rule.

The ability to obtain new Accounting clients at will is possibly one of the highest abilities a practitioner can gain in terms of being able to affect the future of his firm.

The freedom to decide and control one's own future success is the king-maker factor that few practitioners are lucky enough to possess.

And yet, luck has nothing to do with it. Absolutely nothing.

The ability to obtain clients at will is an acquired skill built from two vital elements. These two prerequisites ARE the ability to get clients at will, in fact.

So, let's take a look.


1. The ability to disagree with the "realities of life" set forth by the majority of colleagues

The first and foremost prerequisite is the ability to DISAGREE with anything (but not everything) that the Accounting industry says about marketing and selling of Accounting services.

See. The majority will never gain the ability to obtain clients at will... and the STRONGEST agreement about marketing within the industry is that "one cannot get clients at will!"

Bear with me and I'll explain.

Every practitioner has started his career at some time. In the beginning, he was greatly enthusiastic about the prospects of obtaining new clients. He strongly believed that the superior quality of his service and his willingness to help business owners would be SEEN and responded to by the target audience.

He did the usual rounds — bank manager, networking, you know the drill — and created a direct mailing letter, sent these letters and then followed up with a telephone call... used classified ads, paid for listings in Yellow Pages and other directories...

...and got basically NOTHING in return. No clients, possibly even not a single CONTACT.

Unabashed, he took stock of the failures and possibly found out what seemed to cause them. He adjusted his marketing, rewrote his sales pitch and went for it again with vengeance.

He argued with business owners on the reasons they gave for not being interested. He pushed his few existing clients and networking contacts to find him referrals. He went for results with a brave heart and untiring determination...

...and STILL got NO RESULTS for all his efforts.

Now, he turns to his colleagues to find out what he is doing wrong. He seeks their views on Accounting forums, he networks with colleagues he has acquainted in life before public practice, and he looks to more experienced Accounting professionals' experiences to gain more understanding on finding new clients.

And they tell him it's NOT POSSIBLE to gain an ability to obtain clients at will.

They tell him it's just a myth "borne out of those groundless claims that snake-oil peddlers make in trying to sell their wares to practitioners."

They tell him that there is NO HOPE to control the number of clients he gets... and that the only way is the slow way of networking for years and years... and even then, getting a new client is more dependent on luck than anything else.

Now, if this practitioner is HUMAN, he will begin to agree with those views. As human beings, we simply cannot stomach failure on continuous basis. We cannot bear to fail in something that we feel is doable and vital to our plans.

And because we cannot tolerate the idea of being unable to do something no matter how hard we try, we are very prone to a peculiar phenomenon:

We are keen to establish that it simply CANNOT be done at all.

See. If it's impossible, then we didn't really fail at all.

We tried to reach the stars... and grew up to realise that it was an impractical hope, a folly... and definitely not possible at all.

Now, we feel better about it. It wasn't our fault, really... it was simply a mistake of trying the impossible.

And now we have locked ourselves into a lifelong prison cell and thrown away the key... without ever even NOTICING that we're behind the bars!

Yet all that really happened was that the person didn't have the RIGHT TOOLS and KNOWLEDGE to go through those barriers that are always there when one starts a new project.

That's all that was proven — that he didn't have the right tools and in-depth knowledge required to GET THROUGH AT THAT TIME.

And times change, you know. New things come to be, our experience grows and we find new ways to conquer previously unconquerable challenges.

But by agreeing that it is impossible, we cause ourselves to become BLIND to any future developments.

We STOP LOOKING for solutions to this problem.

See. Why look for something you've already decided to be IMPOSSIBLE TO ACHIEVE?

Right. That's how we become the victim of our decision to AGREE with the (thoroughly false) "generally accepted accounting reality" of client-acquisition.

Once we do agree with it, we are in a trap... and this IS the trap that stops all possibilities of ever solving the problem of client acquisition.

Luckily, all you have to do to REGAIN your enthusiasm and REOPEN the door for the possibility of gaining the ability to obtain clients at will is... DISAGREE that it's impossible to get clients!

However, it can be difficult.

It's actually quite difficult to disagree with your own industry on ANY subject. After all, it's your industry formed out of your colleagues who are the people that you have most in common with.

And in Accounting, we have a very strong bond in terms of the technical issues of Accounting as well as the rules of ethical conduct. You HAVE to agree with generally accepted accounting procedures and with the rules and regulations governing accounting.

But you need to differentiate whether the Accounting professional is speaking about his OWN area of expertise or about marketing in which he is very much a novice. The training of an Accountant doesn't include the study of marketing or sales.

And, really, if your colleagues really KNEW how to obtain clients at will... do you think they would willingly SHARE that knowledge?

Right. So you have to make your own conclusions on WHAT SUBJECT you should trust the conclusions of your colleagues.

Think for yourself and evaluate things for yourself. It's your practice and your future you're shaping by your conclusions.

Here's a nifty little concept to use in evaluating WHAT to agree with and what not:

Check it from the viewpoint of "does this help my practice to succeed better or not?"

Looking at it from that angle, we instantly see that agreeing with accepted Accounting procedures and rules of ethical conduct DO help us succeed better... but that agreeing with competitors on the impossibility of client-acquisition certaintly WON'T.

NEVER agree with any message or opinion that CLOSES the door to finding a way to become more successful and get more (and better) clients.

Always DISAGREE with any such statement.

Anything short of that will just act as an invisible trap mechanism, swindling you out of your chance to GET to where you can obtain clients at will.

It is also vital to UNDO any earlier decisions that put you in that trap.

Look at those times when you tried and failed. When was it? What happened? Above all... wasn't it really the TOOLS — or the lack thereof — that failed you?

Sit down, write up those times you tried getting new clients and analyse each for the existence of tested and proven tools.

I think you'll find out that the only thing MISSING — and the only thing BARRING you from success — was LACK OF PROVEN TOOLS to achieve a stream of new clients!

Which brings us nicely to the SECOND vital element of obtaining new clients at will:


2. A tested, piloted, proven and applicable SYSTEM to obtain new clients at will

If you KNOW what stops business owners from changing Accountants, if you KNOW what they want so much that offering it will remove those stops, and if you have the ready-to-use tools to bring it to the attention of business owners...AND had absolute certainty on that you will succeed if you just keep at it...

...then how could you fail?

You couldn't fail even if you TRIED!

A frightening though, isn't it?

Once you've climbed out of the "it can't be done" trap, then all that stands between you and this new opening of possibilities is the lack of a system that can give you what it takes to succeed.

And now you can acquire this system within minutes.

It's called Modern Accountancy Marketing & Sales Course. It's the tested and proven road out of impossibilities and into a state of existence where YOU decide your own future success.

CLICK HERE to read the presentation of Modern Accountancy Marketing & Sales Course.

If you prefer the route of consultation and seminars, please view our THEME SEMINARS and consulting services descriptions elsewhere on this web site.

Best wishes
Harry Kafka
HDK Consultants Ltd
32 Manning Close
Richmond Square
East Grinstead
West Sussex RH19 2DR
United Kingdom
Tel. (01342) 328 116

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-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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