Have you ever wondered what separates a business struggling to bring in new clients from one that has to beat off new leads with a stick?
Maybe you’re one of those businesses that is currently struggling. If so, then you’ve come to the right place.
A short while ago I held a webinar for accountants discussing a marketing system that they could use to pull in more (and better) leads and clients to their businesses.
Shortly after, an attendee of the webinar reached out to me. Not to work with me, though.
His name is Matt Roberge.
Matt runs a bookkeeping company in Salt Lake City. And while other bookkeeping and accounting services scrape by, struggling to attract new clientele…Matt doesn’t have that problem.
He wanted to jump on the phone just for a quick 15-minute introduction and conversation because he was so in-tune with everything I was saying on the webinar.
I was happy to get on the phone because to me someone reaching out because they were so on board with my content is a huge compliment.
The 15-minute phone call turned into a 45 minute conversation about marketing and the problems facing the vast majority of the accounting industry.
The industry is somewhat strange because a lot of these issues are extremely pronounced. But the truth of the matter is that these are problems that face businesses in any industry.
These are issues that hold businesses back from reaching their true potential. And the first part of a solution to any problem is admitting that you have one in the first place.
So take a step back and think about whether your business if faced with one of the following…
Expecting Instant Results
This is a big one. People love their instant gratification. And it’s only exacerbated by modern technology that allows us to get instant gratification in most aspects of life.
However, successful marketing takes time. There are no magic bullets. Just because you decide to pursue a “proven marketing method” does not mean it will work over night.
In fact, it doesn’t even mean that it will work the first time.
But that shouldn’t deter you from trying it, testing it, learning from it, and eventually succeeding.
Fear of the New
A lot of businesses are set in their ways. This is especially true for older companies.
Just because your company has been doing something the same way for 50 years doesn’t mean that you shouldn’t evolve with the times.
The “this is the way we’ve always done it” explanation used to drive me crazy when I was in the corporate world. And you should never use it as an excuse.
Borders Books ignored the emergence of new reading trends. Barnes and Noble embraced it.
Borders is no longer around.
Fear of Failure
This one is pretty self-explanatory.
Yes, there’s no guarantee that you’ll get results if you try something new. But it’s guaranteed that you won’t get any better results if you don’t try something new.
The “My Business is Different” Mindset
While we all like to think that our businesses are special – that we’re special – nothing is really all that different across industries.
Sure, there are nuances. Maybe there is certain terminology you have adjust for in the B2B space, for example. But that doesn’t mean that you can just ignore good, solid marketing practices.
People are people. Marketing is marketing.
Looking at Marketing as an Expense
No matter what your income statement says, marketing is not an expense. It’s your business.
No marketing = no clients = no business.
Accountants aren’t in the business of accounting. They are in the business of marketing their accounting services.
If you don’t have a big marketing budget in terms of money, then opt for cheaper marketing methods. Of course, these will require an investment of time.
And if you don’t think you have any time in your schedule for marketing, you’ll soon discover that the lack of customers really opens up your schedule.
How to Change Course
The good news is that it’s never to late to turn things around and start building marketing systems that will help you grow your business.
Evaluate what you are currently doing. Do you have any systems in place? Do you have a strategy? Or do you face one of the problems listed above?
And when you’re ready to take your marketing seriously, check out the [CSH] Premium Newsletter. It’s good stuff :) .