The Accountants Influencers Podcast with Rob Brown & Martin Bissett on what really works with prospecting and lead generation for accounting firms and CPAs - Accounting Influencers Podcast

Episode 34

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Published on:

21st Oct 2021

Here's What Works on Lead Generation & Prospecting New Accounting Clients

Episode 34. In today's news episode The Accountants Influencers Podcast with Rob Brown & Martin Bissett on what really works with prospecting and lead generation for accounting firms and CPAs.

Key takeaways include:

★ Why lead generation for accountants is a natural progression from marketing

★ How many accountants struggle to understand the differences between marketing, sales, prospecting, lead generation and business development

★ The major distinction between marketing and lead generation for accounting professionals

★ The importance of defining key metrics, growth targets and conversion rates for accountancy prospecting activities

★ How referrals lure accountants into thinking they're good at business development and selling

★ The critical message accountants should be giving prospects to lure them from their existing advisors

★ What proactivity looks like if accountants want to generate new business opportunities, and why referrals are often too reactive

★ Why it's just good business practice for accountants to know where their next clients, deals and sales are coming from

★ How accountants can build up a healthy pipeline of predictable new business opportunities

★ The critical difference between an accounting practice and an accounting business

★ How accountants can control the sales process by scheduling the next meeting during the current meeting

★ The dangers of being ignored or 'ghosted' for accounting work winners

★ Why accountants should never send a proposal or pitch document to potential new clients

★ The biggest mistake accountants make when talking to new prospects that scuppers the chances of getting a 'yes'

★ The question accounting professionals should ask to ensure all decision makers are present in a sales meeting

★ Why so much new business for accounting firms is left to chance and what drives such complacency

NOTE TO LISTENERS:

Martin and Rob love to hear from the show's 5000+ listeners in 138 countries around the world. If you have any questions, suggestions, comments or success stories, just type sayhi.chat/aip into your browser and leave us a quick and easy voice message. Or how about sharing with us your best lead generation tip?We may just feature you on the show!

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About the Podcast

Accounting Influencers Podcast
Host Rob Brown shows accounting professionals and leaders how to be more influential, grow their personal brand and be more authoritative, relevant and high profile in their roles..
The Accounting Influencers Podcast, hosted by Rob Brown, is a must-listen for accounting professionals looking to strengthen their leadership presence, stay informed on disruptive forces in accounting and build credibility within their firms. Geared toward firm leaders, managers, partners and influencers, the show covers key topics like career development, influence, personal branding and interpreting the evolving trends impacting the accounting world. Rob brings his expertise to each episode, offering insights and guidance on how to grow your personal brand and stay strategically important in a rapidly changing profession. Whether you're aiming to influence within your firm or expand your reputation outside of it, this international podcast offers practical advice and forward-thinking insights that will keep you informed and prepared for the future.
Accounting leadership
Executive presence for accountants
Building influence in accounting
Accounting industry trends
Personal branding for accountants
Accounting firm strategy
Accounting business models
Leadership in accounting firms
Talent management in accounting
Authority in accounting profession
Career development for accountants
Accounting firm growth strategies
Influencers in accounting
Accounting firm management
Disruptive forces in accounting
Accounting leadership strategies
Accounting career success
Accounting firm decision-makers
Accounting business trends
Building credibility in accounting

About your host

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Rob Brown

Rob Brown hosts the multiple accounting podcast and chair conferences, panels and events globally for the accounting and fintech profession. He is co-founder of Accounting Influencers Roundtable (AIR) which helps vendors, experts and influencers serve the accounting and finance world. He is a dynamic speaker and accomplished expert on trust, reputation, employer brand, talent, career development, succession, gen z/generations, employee advocacy and executive presence. Rob is author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 400,000 times on YouTube. He is a stroke survivor, has epilepsy, is a committed Christian and has a black belt in kickboxing. He is based in Nottingham UK, home of Robin Hood, plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.