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Kelso Consulting's blog for accountants

    Welcome to our marketing tips to help your accountancy firm grow

    New seminars & webinars for accountancy firms

    Grow your practice in 2018 with great advice from our seminars for accountancy firms

    Kelso Consulting once again has a series of our popular seminars and webinars for accountancy firms in the first half of 2018, covering a range of business development issues, including public relations, social media, online ads and thought leadership. 

    We'd like to invite you and your colleagues to attend!

    Particular aimed at accountancy firm partners, together with their marketing directors, we will be hosting our seminars in London and, for Thames Valley businesses, in Newbury.

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    Topics: Upcoming Webinars, Sales, Marketing, Accountants, Public Relations, LinkedIn, PR, Thames Valley

    Getting to the top of Google - why SEO is an important but easy skill for accountancy firms to master

    Got a problem or need a supplier? The first thing most people do now is look on Google.  You probably do too.

    And it is not just people looking for holidays and plumbers.... it is businesses looking for high-value suppliers and solutions for complex accounting, financial and management challenges.

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    Topics: Sales, Search Engine Optimisation, Accountants, SEO

    Should my accountancy firm be doing PR to increase sales?

    Do you read the regular advice comments from John Timpson, the chairman of high street cobbler and key cutter Timpsons?

    They appear in the Telegraph and elsewhere, and I am a big fan of his sensible advice for growing and managing a business... and given how ubiqtuous his firm is on Britain's high street, he has a track record of success to back up his advice.

    Recently, in his column he dealt with a question about whether a firm should start doing press and PR activity to generate customers.

    It is a question many accountancy firms' partners have asked. At big firms it is a resounding "yes",

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    Topics: Sales, Public Relations

    Getting partners to engage with marketing initiatives

    Whenever we ask people in accountancy firms "What is your biggest marketing challenge?" invariably "Getting partners to engage" is high on the list.
    Why is it such a challenge? 

    Most partners are keen to get more and better clients. If a marketing department or another part of the practice comes up with a ready-made initiative that is quick, simple and appropriate for them to implement... why wouldn't you jump on it?

    Of course life is not that rosy when people are busy, perhaps sceptical and, maybe wary through past initiatives not working.  Maybe a past initiative did work well, but recognition was not forthcoming for those who led the charge?

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    Topics: Sales, Marketing

    LION taming tips for accountants on LinkedIn

    While Twitter and Facebook encourage strangers to become connected, LinkedIn is all about relationships. However almost daily I am contacted by strangers who are merrily ignoring the rules set down by LinkedIn that state you should only connect with people you know.

    The strength in LinkedIn for lawyers is the relationships between people who connect with one another. It allows for recommendations and referrals that simply cannot happen between complete strangers.

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    Topics: Sales, Accountants, Social Media, LinkedIn

    When it comes to accountants on LinkedIn, the friend of a friend is a potential opportunity. Want to know how?

    A wise proverb states ‘The enemy of my enemy is my friend’, but in terms of LinkedIn We’d suggest it is ‘The friends of my friends are my friends’! The contacts of your contacts are going to be brimming with opportunities if you are in an accountancy firm.

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    Topics: Sales, Social Media, LinkedIn

    Why best accountants should never use the default invitation on LinkedIn

    Making the right impression when you want to build rapport with someone is vital, not least in business. Ever heard the saying: ‘you don’t get a second chance to make a first impression’?

    Yet on the social media channel that means business LinkedIn the majority of introductions are abrupt and use the standard ‘I’d like to add you to my professional network on LinkedIn’.

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    Topics: Sales, Accountants, Social Media

    Image is everything for accountants on LinkedIn

    If you have ever been on Twitter you will have spotted those anonymous eggs that denote profiles that have not added a photograph and often flags a complete novice or worse a spam account. On Facebook the silhouette makes you suspicious and on LinkedIn, where it really matters, no photo means no business!

    When I see the anonymous head and shoulders silhouette on LinkedInit usually means it is a profile that lacks any attention and however professional the person is, you cannot help but make a judgement about a lack of attention to detail.Picking the right photograph is important too!

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    Topics: Sales, Accountants, Social Media

    Why Accountants should not promote their ‘company website’ on LinkedIn

    Do you have your ‘Company Website’ displayed on LinkedIn, literally? The default setting for the link with your contact info is to your company web address and at first glance this makes sense.

    In fact the Contact Info button – just below your number of connections on LinkedIn, is where your connections can easily discover your email, Skype address and telephone number. Other information includes being able to list up to three web addresses, include your ‘Company Website’

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    Topics: Sales, Accountants, Social Media

    Accountants need not apply on LinkedIn

    What does your headline say on LinkedIn? If it simple declares you to be an ‘Accountant’, ‘Owner’ or ‘Managing Director’ then you are missing a major trick on LinkedIn; you should be using this to promote the difference you can make to clients!

    Your headline is the text that appears immediately beneath your name and is a key part to getting you found on LinkedIn and driving people to engage. Equally it is your chance to appear dull and uninteresting – so get it right and use best practice for your headline on LinkedIn.

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    Topics: Sales, Accountants, Social Media

    What can Netflix can teach accountants about networking?

    Did you binge over Christmas? No, we don’t mean third helpings of turkey or a bloat of mince pies (it should be the collective noun!). Did you gorge yourself on Netflix? Have you seen House of Cards? Or did you finally see Breaking Bad? How about Orange is the New Black?

    With over three million users in the UK subscribing to Netflix for unfettered access to so many TV series and movies there is a good chance you have spent some time over the Christmas break streaming.

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    Topics: Sales, Growth, Networking, Accountants

    Why every marketing team should read 'The 15 Essential Marketing Masterclasses'

    The 15 Essential Marketing Masterclasses for your small business  by Dee Blick. 

    Promoted by Wiley’s and supported by the Chartered Institute of Marketing   

    This book from the CIM is primarily aimed at small businesses but, quite frankly, should be compulsory reading for the people involved in marketing any sized accountancy firm.

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    Topics: Sales, Marketing, Content Marketing, Accountants, Public Relations, Communications

    Want to improve your business development pipeline over breakfast?

    How effective is your firm's business development pipeline?  

    Does it work like a conveyor belt, nuturing and qualifying leads so the best prospects emerge at the end of the process with the best possible impression of your firm.  If so, don't come to our seminar!

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    Topics: Sales, Growth, Networking, Accountants

    Does your website attract business or hide in the shadows?

    Is it better to have a store on Oxford Street or in dark back alley?

    Of course this is a rhetorical question.

    We all know that it's easier to sell clothes where there are crowds of people shopping for them.  If only there was an Oxford Street where prospective clients go to buy accountancy services.

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    Topics: Upcoming Webinars, Sales, Marketing, Search Engine Optimisation, Accountants
     

     

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