Secrets to attracting more clients to your practice through referrals.

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Aimed at accountants in practice. This shows you how to make referrals really work for you.

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Secrets to attracting more clients to your practice through referrals.

  1. 1. Our agenda: What you will discover… Why referrals really are so powerful The 7 basics you must get right first A systemised approach… … 5 great referral systems Two bonus systems… … your £10,000 marketing budget The single most effective thing you must do to unleash the power of referrals in your practice
  2. 2. Reactive Proactive
  3. 3. By the way… As well as all this valuable information I’ve got some tools, resources and training which you might want. Can I tell you about that later?
  4. 4. Are referrals the most effective way of getting new clients? The most effective 65% One of the most effective 35% Not one of the most effective 0%
  5. 5. How many written referral systems do you have? None 47% 1–2 37% 2–4 16% 5+ 0%
  6. 6. How many of those referral systems do you regularly use? None 52% 1–2 48% 2–4 0% 5+ 0%
  7. 7. Have you got your 3-page webinarworkbook to hand?
  8. 8. Why referralsreally are so powerful
  9. 9. The 7 basics you must get right firstNumber One: Do a great job!
  10. 10. The 7 basics you must get right firstNumber Two: Identifywho to ask
  11. 11. The 7 basics you must get right firstNumber Three: Pre-qualify clients fir st
  12. 12. The 7 basics you must get right firstNumber Four: Ask
  13. 13. The 7 basics you must get right firstNumber Five: Reward the act of referring
  14. 14. The 7 basics you must get right firstNumber Six: Thank them
  15. 15. The 7 basics you must get right firstNumber Seven: M a ke i t tangible
  16. 16. The simplest referral system… Add two critical questions to your meeting agenda
  17. 17. The 14 words that will getyou a stream of newreferrals from every clientyou win
  18. 18. A system for when a client asks for a lower price…
  19. 19. A system for getting unlimited referrals
  20. 20. Systems we’ve looked at so far… Trading n dof our for The basis a A g e referrals Feedback Unlimited relationship s y s t e m s y s ralsm refer t e price concessions
  21. 21. And coming up… Your bonus system a n dThe single most effective thing you must do to unleashthe power of referrals in your practice
  22. 22. I can’t 13 yearsshare my e x p e r i e n c e 45 with you in just minutes
  23. 23. When I startedmy accountancypractice in1996… … for 3 years my r efer r al strate gy was not working for me !!
  24. 24. This cost me… £56,088The alternative was spending x £779) (4 referrals pm x 50% £’000s on… i n e ff e c t i v e a d v e r t i s i n g , underperforming website, and time-consuming telesales.
  25. 25. Here’s what you get…The secrets to attracting more clients to yourpractice through referrals – a recording of this webinarso you can revisit the material whenever you want.This is a great video fortraining your entire team –now and in the future – about
  26. 26. Here’s what you get…The workbook – Your 50-page PDFworkbook gives you all the information youneed to build an incredibly powerful referralstrategy that has been proven to work byhundreds of UK accountants just like youThis means you always have allthe knowledge you need close at
  27. 27. Here’s what you get…The resources – 15 tried, tested and proven systemsand resources. You download all your systems as Worddocuments… which means you start using them straightaway.They include…
  28. 28.  Your referral measurement system; The ‘Three things you must have on every agenda’ system; ‘The basis of our relationship’ system; The “Are you happy?” feedback system; The “Tell us how we’re doing so far” feedback system; Your script for when a client wants to negotiate a lower price; Your referral script when making a price concession; A powerful ‘referral day’ system; The ‘unlimited referrals’ strategy and system; 4 great referral generating letters; Your ready-to-run ‘£10,000 marketing budget’ system, and; An Insider Report which you can use to add value to your clients.
  29. 29. Here’s what you get…Your 6-month training programme – You getaccess to 6 months’ worth of training delivered to youeither by webinar or downloadable video. This means you can access it in bit-sized chunks, you can work through it at a pace that suits you, and without having to leave
  30. 30. Here’s what you get…The referral calculator – which you canuse to:(a) help you set your own referral targets, and(b) add value to your clients by showing them the power of referrals for their business.
  31. 31. Here’s what you get…Free training (part 1) – You get a ticket, worth £295, toattend one of AVN’s marketing workshops. At this eventyou will learn powerful marketing strategies from the teamof marketing experts at AVN – strategies that have beenproven to work for accountants. And you benefit from learning the marketing successes of some extraordinary accountants who are working with AVN’s marketing team.
  32. 32. Here’s what you get…Free training (part 2) – You get a ticket, worth £200, toattend an AVN Proactivity event. You get a day of training, delivered by Steve Pipe FCA and Mark Wickersham FCA on how to build a more proactive accountancy practice.
  33. 33. Here’s a quick reminder of everything you will get…Your copy of this webinarThe workbookThe resourcesYour 6-month trainingprogrammeThe referral calculatorFree marketing training (worth £295)Free Proactivity training (worth £200)
  34. 34. You get all of this for just…Your copy of this webinarThe workbook Just £395 + VATThe resourcesYour 6-month training This complete referral resource andprogramme ready-to-run systems will get you dozens of extra clients every singleThe referral calculator year.Free marketing training (worth £295)Free Proactivity training (worth £200)
  35. 35. Your special fast-action bonusesHere are 3 bonuses when you take action today:
  36. 36. Your special fast-action bonusesHere are 3 bonuses when you take action today:Number One: Your discount of £100 Normally sold for £395 + VAT Just £295 + VAT if you order
  37. 37. Your special fast-action bonusesHere are 3 bonuses when you take action today:Number Two: ‘Effective Marketing for Accountants’ training programme… over 5 hours of video-based training
  38. 38. Your special fast-action bonusesEffective Marketing for Accountants video programme• You’ll discover the 6 growth drivers and how to use them to grow your accountancy practice;• You’ll learn the 2 critical decisions you need to make to build an effective marketing strategy;• You’ll find out about benefits and features and the all-important ultimate benefits; the things which will make you compellingly attractive to prospects;• You’ll learn about strategic pricing and why you only really have 3 options;• We’ll cover the different types of social media and help you understand which ones to focus on first to build your practice fast;• You’ll discover how to use page analytics to analyse the effectiveness of some of your social media campaigns;• We’ll share with you valuable information about your social media policy;• You’ll discover the golden rules of engagement with social media;• We’ll give you key tips for building and completing an effective LinkedIn profile;• We’ll show you how to use LinkedIn to get connections and to get recommendations;• You’ll learn how to use LinkedIn’s advanced search and groups to get hundreds of sales leads;• We’ll cover the power of PR and we’ll show you how to get your stories in the local press… and how to use your press releases to generate sales leads;• You’ll learn the key copywriting skills so your message gets heard and your marketing material generates better results;• You’ll discover how to build an automatic lead generation system which will get you a steady stream of new sales leads, and;• You’ll learn all about the next big thing in marketing for accountants. This is a band wagon you need to jump on before it’s too late. This is something which will give you an edge over your competition.
  39. 39. Your special fast-action bonusesHere are 3 bonuses when you take action today:Number Two: ‘Effective Marketing for Accountants’ training programme… over 5 hours of video-based trainingPeople pay £195 + VAT to attend this
  40. 40. Your special fast-action bonusesHere are 3 bonuses when you take action today:Number Three: Your referral video for bankers to help you… … get many more referrals from bank managers
  41. 41. All of this is worth £2,780 … but you get it for just £295
  42. 42. If you’re not 100% delighted with the resources during your first 30 days for whatever reason,simply send me a quick email and I will refund your money no questions asked. Just email me if you’re not happy
  43. 43. This is what you need to do now…Type this URL into yourInternet browserhttp://bit.ly/ReferralsOffer
  44. 44. And now… Your bonus system a n dThe single most effective thing you must do to unleashthe power of referrals in your practice
  45. 45. Yo u r £ 1 0 , 0 0 0marketingbudget
  46. 46. single mostTheeffective thing youmust do to… “ What gets MEASURED gets DONE. “…unleash thepower of referralsin your practice
  47. 47. The secrets to attracting more clients to your practice through referrals Thank you so much for watching my webinar, please, please complete the short survey, a n d look out for my next webinar

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