Accounting lead generation for CPAs, EA, and Bookkeepers: Everything you need to know
Intro
It doesn't matter if you are a CPA, an EA, or a bookkeeper. If you don't build a reliable lead generation system, your business could turn into a seasonal nightmare in no time.
In the following paragraphs, I will outline the two paths accounting firms can take to add $50K/month to their current revenue.
Accounting services are not hard to sell. You just need the right leads.
Know how to change your mind for good.
The truth about accounting
Now, as an accountant, you know that everyone needs your services, so you could choose to look for the low-hanging fruit. Let's not even mention personal taxes.
The low-hanging fruit, in this case, is a new business that's just getting started, or small businesses, freelancers, solopreneurs, etc.
Now, there are a ton of these clients, so a lot of accountants target them, and when the competition goes up, the price must come down. But when you compete on price, you become a commodity, and you end up with extremely low margins.
So, in this scenario, to get to $50K, you'd need over 100 clients, and the margins are paper thin.
The road less traveled
The other route is to target high-value clients and offer more complete packages that don't compete on price but on your value ad.
For example, you could reach out to more established businesses, like dental practices, law firms, and construction businesses, and get high-value contracts by offering a consulting package or more complex bookkeeping services. And, of course, if you are a CPA or an EA, you can stack your offer with tax planning, outsourced CFO services, etc.
Larger clients have more serious problems to solve, and your help could save them hundreds of thousands of dollars a year. And since bigger businesses tend to be more stable than very small ones, they will stick with you in the long run.
Now, in this scenario, you can increase your monthly recurring revenue by $50,000 a month simply by adding just 10 to 20 clients to your portfolio.
Now the obvious question here is: How do you attract such clients? And the answer is twofold.
Targeted Organic outreach
Brand awareness
Targeted Organic outreach
Targeted organic outreach means that you need at least one person whose full-time job is to scout these leads for you. You can't run Facebook or Google Ads and expect to show up in front of all your perfect clients.
You would literally need to spend $50K in ads alone to do enough testing to find the right type of business, and even then, the algorithm would still bring you a ton of unqualified leads… too small, too big, etc.
But when you have a human being sifting through actual business names, websites, LinkedIn, and Facebook pages, you'll have a pool of qualified leads in no time (and at a fraction of the cost.)
It all starts with you finding out what your perfect client looks like online. Do they have Facebook, LinkedIn, or Instagram? How's their profile picture? Do they have a banner image? Are they part of niche-related groups? Once you single out the specs, it's time to do the outreach. Create a message sequence that catches your prospects' attention, and get them to book a call with you.
Social media helps you get a hold of the decision makers fast.
Between Facebook, Linkedin, and Instagram, one person can message over 100 new leads per day. And that's without even counting emails and follow-up messages.
By now, you should start to see how scalable this system can be.
Brand awareness
But that's not it. Because once you reach out to your perfect lead, you want to ensure your prospects are somewhat impressed by your business presence. Otherwise, you will burn through hundreds of high-value leads and not book a single call…
That's why you need to invest some time into building your online presence and come across as an expert. I'm not getting into content creation because that's nothing new.
But you want to be interviewed on podcasts and publications as much as possible because that does two great things.
First, it puts your name out there, and when people search you online, they will get a ton of value and validation about who you are.
And second, it will generate a ton of backlinks to your site, and if you know anything about SEO, you probably know that backlinks are the only true way to grow your organic presence and get millions of free clicks to your site.
Now, the beauty about this is that lead generation and PR both come from the same outreach system. On one hand, the outreach gets your sales calls; on the other, it gets you interviews.
If you are tired of competing on price and not being in control of what type of clients come your way, this is the only sustainable system that will allow you to get to the next level.
I was a digital marketing agency owner for a long time, and our clients used to get fantastic results. But in the past few years, the cost of advertising has gone up, competition has become fiercer, and that really changed the game.
Now, the only businesses that can truly succeed with paid ads are those that are willing to invest a minimum of $10,000 a month during the testing phase alone.
But what about those firms that can't do that?
This is the answer to that question!
If you are ready to implement this system on your own, I highly recommend trying it out, but if you don't want to be bothered with putting it all together and learning through trial and error, message my team and me, and we'll show you how we can inject these tools and systems in your business in less than 30 days, so you never have to worry about paid ads, or agencies again.
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