|JB from England is interested in the Modern Accountancy Marketing Course and asks: How soon would I begin receiving new clients and how much should I budget for marketing?|
Accountancy Marketing Challenge
|CPA Marketing Challenge: How long does it take and how much should I budget for marketing?|
CPA - Accounting Marketing Challenge: How long would it take to begin receiving new accounting clients and how much should I budget for marketing?
JB from United Kingdome contacted us in regards to the Modern Accountancy Marketing Course and asked how long it takes to get through the program and how much should be budgeted to running it in the firm.
Here's the reply:
Thank you for your message JB.
Your questions are pertinent but unfortunately I cannot give accurate estimates to either.
This is because the materials are extensive and it all depends on the depth and breadth in which you attack the system and your marketing.
But let me explain the dual nature and utilisation of this system.
Firstly, let's tackle your first question:
How long would it take you to work through the accountancy marketing programme?
The Modern Accountancy Marketing Course has some 10 systems, of which the first is the one for wide-spread client-acquisition.
To glean the essential from the FIRST system - the system of acquiring prospective clients and handle these to a sign-up - I would estimate that it takes about 1-2 days of study to learn the approach and then perhaps a week or two to implement it.
Then it probably takes a couple of months of running it before you have it down pat so it becomes a routine and settles in as "an automatic" thing you do.
To do this you need to go through the first four manuals and the fifth within a month after that, practise a bit using the tools with which you handle prospects acquired, set up a direct mailing letter or two (which I can help you with) and solve problems of that nature - who does what, when, how and so on.
The instructions are there and quite clear but anything new takes some getting used to, of course.
But then there's
a lot more to the Modern Accountancy Marketing Course once you
have the first system going, things such as a
These systems you would get into later - with the possible exception of the sellable manual which can be created with your name and contact details - as you need them and feel the time is right for each.
this system takes you from the first steps to almost
Some of the systems you may not implement at all, only use the data and tools when you come across a situation where you have that kind of circumstance that it's useful to use the tool or method or information in question.
...so if you're asking how long it takes to do ALL of it then I cannot say. I know of nobody who has certifiably IMPLEMENTED every single system in the course... it's that extensive actually.
JB, it's more
a question of reading the remaining manuals once you
So, it's a bit of a "yes and no" answer but really this course has two aspects to it, one being the utilisation / implementation of the parts you NEED and WANT NOW, the other being the acquisition of information for future reference in terms of expanding your marketing reach later and/or being prepared to make use of opportunities coming your way.
I hope that clarified the first question. Your second question is...
How much would you need to budget for in order to execute the marketing plan for your accounting firm?
JB, again much depends on the scope and extent in which you want to implement the first programme. In the materials I advise how to do it at low cost and recommend going at it in a gradual way just so you can verify each step as functional before you throw money at it.
This is especially important for a small practice like yours JB, one that's just starting up and cannot take risks but needs results from its investments to marketing.
The strategy is to use as little money as possible until you KNOW by results that it works. There are many combinations of prospecting tools.
There are a few things to learn in presenting your service and signing people onto it... all of which should ideally be put in place and adjusted and tweaked until it all flows well, producing an acceptable ratio of results.
You don't whack big bucks at it before you're absolutely certain that the combination of tools you use works the way you use it.
In other words, there are two elements at work here.
One is choosing the tools and working them so they produce results in that combination.
The other is developing your skill in using those tools sufficiently correctly (not perfectly) that you do acquire results.
Once you've established it works in your hands the way you use it and with the combination of tools you use, then you can gradually start increasing the investment according to your ability to accept new clients.
But even then
you'll need to keep some statistics on the results
The course explains this phenomenon and it's most important when you hire people later on and give them some of the tasks involved in acquiring new clients.
The point being
that the course gives the successful tools and methods but it
does not explain every REASON for doing it this or that way...
but there IS a reason for every action, sentence,
It will all
come clear to you if you acquire the materials, I'm just
This is all discussed in the manuals and each important system has its own troubleshooting tool, so don't worry about it.
it up merely because it is part of the answer to your
"As little as possible" (question being "how much money you need to budget to execute the marketing plan?")
much JB. If you start it the way I recommend then you
If you do it
yourself this way then the cost in this initial phase
Once you establish
the functionality of this activity (obtain a few
if your direct mailing letter brings good response, you
Essentially our service (the one you initially enquired about) is just an extension of this, a service in which we do the prospecting and thus you can work those directly without having to bother with prospecting itself.
Another route (which I would recommend later) is to take up on our offer of a special Accounting Firm Prospecting Web Site Package which sets you up with an additional web site wholly concentrated on obtaining prospects and for selling the manual you receive in Part 12 of your Modern Accountancy Marketing Course.
This package is only for those who've purchased the course and it works extremely well with direct mailing as it offers a "forwarding address" of kinds to obtain a lot more information without having to contact anyone (yet).
This special Accounting Firm Prospecting Web Site Package is presented on our UK site if you're interested.
If you opt
for it later, we could add a few pages specifically for
So you see JB, the Modern Accountancy Marketing Course really offers quite a few avenues to choose from and its idea is to start at low cost, replacing the power of money with the intelligence of approach and strategy.
JB, sorry that I didn't have concise answers to your questions.
offers so many alternatives and its strategy is to
The course contains not one but about 10 different methods of acquiring new clients, most with a variety of tools to choose from, just so you would find the approach you feel good with... but all of them are planned to be special in their angle so you can distinguish your firm's image above the rest... and all methods are equally planned with the "frugal formula" so as to avoid wasting your money.
Money can be replaced with intelligent strategy in marketing and sales of services to a good deal. The big companies don't do that and the consumer market cannot do that but specialised services to the B2B market can be marketed and sold that way.
Granted, it takes more effort, more learning and more work to do it that way.
But it's also safe and risk-free... and you won't EVER AGAIN be dependent on anyone for your marketing success.
In the long
run, acquiring these systems and tools for your firm,
And once the
day comes to cash in your life's work, your firm's
JB, I hope this has clarified the issues you asked about and please feel free to contact me if you have further questions.
|Which are the effective elements in a CPA service presentation and sales system - which parts are essential if you want RESULTS with certainty?|
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