Episode 34

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

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Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.

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About your host

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Rob Brown

Rob Brown is the founder and host of the Accounting Voices Podcast, the flagship solo show of the Accounting Voices Network. Each episode offers sharp analysis and commentary on the trends, ideas and people shaping the global accounting profession.

Through this Accounting Voices Podcast, Rob helps accounting firm leaders, decision makers and professionals stay relevant and make sense of disruption in areas like AI, automation, M&A, private equity and soft skills beyond the tech. His perspective blends clarity, insight and curiosity, making complex issues relevant and practical for professionals and decision makers across accounting and finance.

He also leads two monthly panel shows, Accounting M&A and Accounting AI, which bring together senior voices to explore consolidation, strategy and the impact of technology on firms and people.

Rob is the author of the bestselling book Build Your Reputation (Wiley) and a TEDx speaker whose talk The Personal Brand of You has more than 400,000 views. Over his career he has hosted and moderated more than 1,000 conversations with accounting and fintech leaders worldwide.

Based in Nottingham UK, Rob is a stroke survivor living with epilepsy, a black belt in kickboxing, a decent chess player and an average player of four musical instruments.