More thinking outside the box

The source of new clients that comes at least cost is referrals; those sweet moments when your client rings and says that she has recommended you to a friend who needs help setting up a group structure for their ten companies, and could you give them a ring.

Firstly, there is that warm feeling from the realisation that your client felt confident enough in your ability to recommend you followed by the buzz of a new challenge.

Turning this process on its head

Accountants have no monopoly on receiving referrals. Every business can benefit. So why don’t we create a process that clients could adopt to create more referrals from their customers? And what if, in the process of doing this, we created more referrals for our practices?

What would the referrals scheme look like?

The name of the referrals game to to have our business recommended to a new business or consumer, a potential new client. In which case, what process could we create to support clients winning more business?

For example we could suggest:

  • They could offer discounts to present customers that recommend new customers.
  • Include special offer coupons in deliveries that customers can pass on to colleagues or use themselves for future sales thus encouraging cross-sales and referrals.
  • They could enter into formal customer referral programs in which both parties agree to recommend each others’ services to their customer bases.
  • Testimonials are a form of referral. And so, ask customers for testimonials and post them to websites to encourage site visitors to buy.

We have done the work for you

Our Fee Builder Plus service provides a monthly resource pack with ideas and backup to create opportunities to develop your practice. The topic covered by our upload 1 May 2021 is “Supporting clients with referral programs”. We have prepared a short, easy to read pamphlet that you can send to clients to see if they would like to discuss working with you on this process.

The sting in the tail, when you send clients the pamphlet, you can take the opportunity to request referrals for your practice. We have included this in such a way that no-one is going to be offended…

If you take out a subscription to Fee Builder Plus at any time during May 2021 you will automatically have access to these resources. If you miss the 31 May 2021 deadline and are prepared to take out a subscription email and he will send you a copy.


Bob Edwards

Bob has been working with practices across the UK offering novel ways to improve cross-sales and increase new client acquisitions. He is also interested in "step changes" in legislation that offer challenges, and therefore opportunities, for practitioners to provide new recurring and one-off support services to clients.

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