If you want to maintain your existing client base and build your accountancy practice further you’ll need to get out of the office (more).
Here are some suggestions:
- “Hi + Coffee” – Ping a note to your clients and get out there for a brief business catch-up. Half an hour over a coffee. No agenda necessary.
- Sift through the local papers, LinkedIn and business press for local networking events. Most accountants hate the thought of “networking” but needn’t – just be the real, authentic YOU and not some lunatic sales person. Arrange a follow-up meeting if you hit it off and only then need you start talking business.
- Never (ever) get to a client’s accounting year end without having had a Pre-Year End Planning Meeting.
- Find relevant trade exhibitions and attend them. Make sure you exhibit at trade shows that are key target markets. Your clients expect to see you there.
- Take each client out to lunch at least once in a while. A chance to talk in relaxed surroundings. A chance to deepen your relationship. They will appreciate it – and so will you over the long term when you still have happy (loved) clients years later.
- Ask for speaking gigs. An opportunity to demonstrate your sector and / or technical expertise to clients and targets alike.
- Don’t ignore multipliers or introducers. Get out for a coffee, lunch or dinner. Maintain and develop relationships for the longer term. You never know when that elusive big ticket project or deal may drop….
- If nothing else, get out of the office for some fresh air, a walk and some time away from the office to observe and reflect. Just 10 mins time out can clear the mind and help return your focus.
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