Read Time: 5 Minutes

 

Accountancy is a service that can be prone to being very narrowly defined in terms of the way it’s deployed to clients – you are their accountant, so you crunch their numbers and file their returns. Sound familiar? The truth is, however, that you have so much more value to offer your clients than simply handling their finances.

As we head towards a world of increased automation and technological reliance, it’s time to accentuate your humanity and bring even more to the table to offer your clients the best possible value.

The Changing Face of Accountancy

More and more businesses are coming to rely on their accountants as so much more than a service to keep the numbers adding up. Accountants are increasingly becoming seen in more of an advisory capacity, using the extent of their experience to help guide small and medium-sized businesses into making smarter and more profitable decisions. It’s a growing need that clients are displaying, and your firm needs to respond in kind.

The rise of technology means the bare bones business of accountancy is being handled faster and more efficiently than ever before. With computing power now more affordable than ever, and a host of accountancy software suites tailored to every speciality, your firm has more time to focus on the human element. You can’t hope to compete with a computer’s ability to process the numbers, but a computer doesn’t have your insight.

This is where you need to begin broadening the spectrum of your accountancy service.

Developing and Deploying New Skills

It’s important to start by totally re-thinking the role of an accountant. Traditionally it has been something of an “invisible” service, where if you’re doing it right your client won’t really know you’re there. The bare bones of the number-crunching can remain that way, but it’s time you started to put forward your opinions, your thoughts, your guidance, and the benefit of your experience. This is what makes your service unique.

Your accountancy firm is unique – you have a truly individual level of experience and insight, and it’s important that clients understand that from the moment they begin interacting with you. Your website should, of course, display your services, but it should also show proudly what you can offer that no other accountancy firm can. Make a point of highlighting your ability to interact and engage on a broader level than simple financial processing.

Running a small business is hard, and small to medium-sized business owners are grateful for insight and assistance wherever it may come from. That means you’re perfectly placed to add value to your service, and ultimately craft a better and more useful offering for your clients. Broaden your horizons, and start understanding your value.

Change your Thinking Today

The technological revolution is already here, and it’s time to start altering the way you approach your service provision for your clients. Begin focusing on who you are and emphasise your human engagement because that is something that can never be replaced.

Jack Barron

Director

ABOUT THE AUTHOR
Starting his marketing journey at age 15 promoting music events, Jack went on to plan, market and execute his own events before joining the British Army and serving two front-line tours of Helmand Province. Upon returning to ‘civvy street’ he set up Rebel Marketing to provide marketing consultancy services to the events industry. At around the same time, he undertook an Events Management Degree at the University of Central Lancashire, attaining a 1st Class (Hons) Bachelor Degree, before moving to Manchester to work as the digital marketing manager for a city centre agency specialising in financial services marketing, eventually becoming their marketing director.
Whilst there he undertook an MSc in Marketing Communications at Manchester Metropolitan Unversity before reactivating and rebranding Rebel Marketing as Invoke Media in 2015. After moving Invoke Media to his hometown of Preston in 2018 to support the development and growth of the area, he has since started further studies and is due to complete another MSc in Psychology from the University of Central Lancashire.
Jack is passionate about marketing and helping small to medium-sized businesses thrive. His experience working in the fast-moving events industry from a young age, along with a strong drive and discipline fostered by his time on the front line, all contribute to the work ethic and values of the company.

Read Time: 4 Minutes

 

The Coronavirus crisis has seen the government making sweeping, unprecedented changes to the welfare system to help keep businesses afloat and employees in work.

While their highly-praised Coronavirus Job Retention Scheme has provided a much-needed lifeline to companies facing the very real threat of closure, the generosity of the scheme has led to an unexpectedly large number of applications for grants.

Accountants are now finding themselves inundated with a backlog of applications, as they race against the clock to make payroll claims on behalf of their clients.

Coronavirus Job Retention Scheme

The Coronavirus Job Retention Scheme has proven to be a generous grant to businesses. The government is essentially allowing businesses strapped for cash to furlough their workers and receive a grant to cover 80 per cent of their salaries, provided they don’t work.

The system has become swamped with applications, while confusion over details needed for the applications, and who is eligible, have led some accountancy firms to despair.

A Race to Make Payroll

One aspect of this that has really come to light since applications opened up for the furlough scheme, is the need for a completed payroll.

Businesses in dire need of cash to pay wages have been racing to complete their most up to date payroll accounts, as they are needed to provide evidence to the government that they require the grant. Of course, it’s the accountants, in the first instance, who are doing all the hard work.

Accountants are reporting that they are racing to make payroll claims, as their clients want their applications processed first. For accountancy firms with many major clients all facing furlough, it’s been a tough time, as they struggle to accelerate their own processes while keeping up with the demands of their exacerbated customers.

Many accountants are also dealing with multiple government schemes at the same time, as they try to work out which schemes they can apply for, and which might bring the greatest level of support in the long run.

A Confusing Application Process

The problems have been exaggerated by the actual application process too. Many accountants have been complaining about the unfriendly nature of the government portal used to lodge applications for the scheme. Much of the data needs to be uploaded by hand, making it a meticulous and difficult process, especially given the time constraints.

Rather than simply being able to upload spreadsheets, smaller businesses are being made to input their payroll details individually, adding another unnecessary level of work to the accountant’s already formidable schedule, and ultimately working only to delay the application processes even longer.

For many businesses suffering during the COVID-19 crisis, the problems are very real. A delay in the process of furlough payments can leave a cash strapped business likely to go under before they can actually furlough their workers. In the race against the clock to file documents and organises finances, it’s accountants who are working tirelessly to save the jobs of countless employees.

Jack Barron

Director

ABOUT THE AUTHOR
Starting his marketing journey at age 15 promoting music events, Jack went on to plan, market and execute his own events before joining the British Army and serving two front-line tours of Helmand Province. Upon returning to ‘civvy street’ he set up Rebel Marketing to provide marketing consultancy services to the events industry. At around the same time, he undertook an Events Management Degree at the University of Central Lancashire, attaining a 1st Class (Hons) Bachelor Degree, before moving to Manchester to work as the digital marketing manager for a city centre agency specialising in financial services marketing, eventually becoming their marketing director.
Whilst there he undertook an MSc in Marketing Communications at Manchester Metropolitan Unversity before reactivating and rebranding Rebel Marketing as Invoke Media in 2015. After moving Invoke Media to his hometown of Preston in 2018 to support the development and growth of the area, he has since started further studies and is due to complete another MSc in Psychology from the University of Central Lancashire.
Jack is passionate about marketing and helping small to medium-sized businesses thrive. His experience working in the fast-moving events industry from a young age, along with a strong drive and discipline fostered by his time on the front line, all contribute to the work ethic and values of the company.

Read Time: 4 Minutes

 

There are many factors which businesses consider when choosing an accountant, such as experience and industry knowledge. However, location is also one of the key factors which influence businesses decisions when searching for an accountant.

According to our research, 62% of micro, small or medium-sized business owners felt that having an accountant within drivable distance was important and 81% of respondents said that their current accountant was local. These figures highlight the importance of focusing on marketing campaigns on the local area, while also highlighting industry skills and expertise. With this information in mind, we take a look at some key marketing techniques which your accountancy firm can use.

The Importance of Local SEO

As a small business looking to attract clients in the local area, search engine optimisation can help. Search engines will value high-quality content which is genuinely useful to their users. So, if there are businesses in your area searching for local accountants, it is important to tap into this. Keywords and key search terms should be incorporated into your content in a natural way, via on-page content, informational blog posts, images and URLs.

Listing on Google My Business and Google Maps

When an SME searches for an accountant, it is likely that one of the first places they will check is the list of local firms within Google. This highlights how important it is to ensure you have an up-to-date Google My Business listing. It is completely free and will display your location, contact details and any Google reviews. Google Maps will highlight your exact distance from their business, which will help you attract local clients.

Highlight your Reviews from Local Businesses

Our research shows that 78% of SME business owners felt that their accountant knew or had operated in their industry before. This research shows how important knowledge and understanding is when both retaining and finding new clients. It is important that your accountants emphasise how knowledgeable they are about different industries, and one of the best ways to do this is utilising reviews from local clients. Try to encourage your customers to post reviews online via your website, social media or Google, as this will publicly display your skills and expertise.

Leverage Local Social Media

Our research also showed that 88% of SME business owners felt that it was important to be able to speak to their accountant within 24 hours of calling or emailing them. It is important to show potential customers that you are available, easy to contact and quick to respond. A great way to keep in contact with potential and current clients is via social media sites, such as Facebook, Twitter and LinkedIn. These are great places to share your content, engage with contacts and they also leave the door open to quick conversations.

As with any marketing strategy, the key to success is to implement a plan which works for your business. We hope these tips help you find potential clients in your local area and if you would like to find out more about how we can assist with your marketing, please contact our team today.

Jack Barron

Director

ABOUT THE AUTHOR
Starting his marketing journey at age 15 promoting music events, Jack went on to plan, market and execute his own events before joining the British Army and serving two front-line tours of Helmand Province. Upon returning to ‘civvy street’ he set up Rebel Marketing to provide marketing consultancy services to the events industry. At around the same time, he undertook an Events Management Degree at the University of Central Lancashire, attaining a 1st Class (Hons) Bachelor Degree, before moving to Manchester to work as the digital marketing manager for a city centre agency specialising in financial services marketing, eventually becoming their marketing director.
Whilst there he undertook an MSc in Marketing Communications at Manchester Metropolitan Unversity before reactivating and rebranding Rebel Marketing as Invoke Media in 2015. After moving Invoke Media to his hometown of Preston in 2018 to support the development and growth of the area, he has since started further studies and is due to complete another MSc in Psychology from the University of Central Lancashire.
Jack is passionate about marketing and helping small to medium-sized businesses thrive. His experience working in the fast-moving events industry from a young age, along with a strong drive and discipline fostered by his time on the front line, all contribute to the work ethic and values of the company.

Read Time: 5 Minutes

 

The UK has now been in a state of lockdown due to the COVID-19 pandemic for over eight weeks, and restrictions are slowly beginning to lift. As the UK economy slowly awakens, many businesses and traders across the UK will be working hard to adjust to the changes required by social distancing regulations.

These changes will place demands on the ways in which businesses operate, so many small business owners and managers will be in need of a little extra accountancy advice and support. While social distancing can make supporting your clients a little more complicated, there are plenty of ways to guide your clients through the changes of lockdown remotely.

Keep in Touch

It can be all too easy during lockdown to fade into the background and wait for your clients to come to you; don’t allow this to happen. Reach out to your clients regularly and check in with them, making sure that they feel supported and they’re happy with how their journey out of lockdown is going.

There are plenty of ways to stay in touch with clients during lockdown. You can check in on current clients via email or phone, and email marketing and social media can be used effectively to reach a wider audience of past and potential clients who may be in need of accounting services during this time. Video call apps such as Zoom and Skype can be used to conduct face-to-face meetings with clients where necessary.

Offer Expert Advice on Key Concerns

As businesses around the UK emerge from lockdown, almost all of them will face important decisions about how to proceed over the coming months. This might include advice about whether or not to keep staff on furlough, as well as information and consultations on the range of grants and loans currently available from the UK government for businesses needing help during the coronavirus outbreak.

The increasingly complicated economic situation in the UK at the moment means that both small business owners and self-employed workers across the nation are desperately in need of advice and support in navigating the government’s financial aid packages and adapting to the new economy. Be proactive in supporting your clients through these problems, as many will likely not realise that they are eligible for aid.

Encourage your Client to Think About the Future

COVID-19 is due to be with us in some way or another for some time, and there will no doubt be long-lasting repercussions of the current outbreak. Look to the future and encourage your clients to do what they can to safeguard their businesses against a possible recession.

In the new post-lockdown environment, small businesses will find it harder than ever to compete in a squeezed economy while also attempting to adapt to social distancing rules at the same time. By providing expert advice and knowledge, you can make all the difference to your clients and ensure that their business has the best chance of flourishing both during and after lockdown.

Jack Barron

Director

ABOUT THE AUTHOR
Starting his marketing journey at age 15 promoting music events, Jack went on to plan, market and execute his own events before joining the British Army and serving two front-line tours of Helmand Province. Upon returning to ‘civvy street’ he set up Rebel Marketing to provide marketing consultancy services to the events industry. At around the same time, he undertook an Events Management Degree at the University of Central Lancashire, attaining a 1st Class (Hons) Bachelor Degree, before moving to Manchester to work as the digital marketing manager for a city centre agency specialising in financial services marketing, eventually becoming their marketing director.
Whilst there he undertook an MSc in Marketing Communications at Manchester Metropolitan Unversity before reactivating and rebranding Rebel Marketing as Invoke Media in 2015. After moving Invoke Media to his hometown of Preston in 2018 to support the development and growth of the area, he has since started further studies and is due to complete another MSc in Psychology from the University of Central Lancashire.
Jack is passionate about marketing and helping small to medium-sized businesses thrive. His experience working in the fast-moving events industry from a young age, along with a strong drive and discipline fostered by his time on the front line, all contribute to the work ethic and values of the company.

Read Time: 8 Minutes

 

As the UK continues to struggle with the coronavirus outbreak, there has never been a better time for accountants to prove their worth to small businesses. Across the country businesses of every size have been impacted by the pandemic, with accountancy firms in an ideal position to help and provide support during the current turmoil.

We believe the key to assisting these small businesses is a successful marketing campaign, which communicates the benefits of investing in professional accountancy. To help you devise a strategy which puts your business in front of businesses which are in urgent need of your services, we have put together the following marketing ideas.

Prioritise your Communications

Try to prioritise your communications, instead of opting for a one-size-fits-all approach when contacting potential customers. There may be some businesses which have experienced a significant upturn in business, whereas another small business may be on the verge of collapse. There is no use sending marketing campaigns focused on assistance for struggling businesses to those who are going through a boom during the pandemic. Instead, segment your market and provide the information these segments need specifically.

Try to break your potential customers into segments, such as business size and industry. This will help you tailor your services to provide the exact support which your clients require. There are so many opportunities to create strong client bonds, however, this begins with providing accurate, timely information. It is important that your firm positions itself as the trusted advisor and go-to resource for businesses.

Create an Effective Communications Strategy

When reaching out to contacts it is important to have a strategy in place, whether you are communicating via email, post, social media or telephone. Many businesses have been thrust into remote working, so consider using communication tools which are readily available such as Zoom, Google Hangouts, Skype and cloud software. Your business should be proactive when interacting with potential clients, as swift action could save client businesses and help you expand your market share.

Whatever your communication strategy, begin by letting your contacts know that you care and are simply reaching out to them during this turbulent time. Ask questions about the impact of the virus and how they are coping, try to get to know their main concerns. This may highlight potential opportunities to provide assistance, in the form of resources, tools and professional services.

Promote the Benefits of Professional Accountancy Services

An effective marketing and communications strategy should highlight the value of investing in professional accountancy services. Many small and medium-sized businesses need support, guidance and reassurance, so now is an ideal time to attract new clients.

There are many benefits your accountancy firm can provide to struggling businesses, such as re-forecasting budgets, cash management strategies, reducing expenses, evaluating accounts receivable and salary calculations. In addition, many small businesses may require assistance in accessing financial support packages from the government, so ensure your business is well versed with the latest information.

In contrast, your firm can also market its services to businesses which have experienced a boom during the pandemic, such as those involved in the food supply chain, haulage companies, health care manufacturers and cleaning companies. These businesses may be expanding much faster than anticipated, making it difficult to make strategic decisions. In these situations, an accountancy firm could highlight the benefits of forecasting, budgeting and investing.

Follow up Initial Conversations

It is important to follow up initial conversations with useful resources and additional information. Try to recap the initial conversation and ask further questions to establish any aspects of their business which have changed since your last conversation. Businesses will be looking for your assistance to minimise their losses and expedite their financial recovery, once the effects of the pandemic begin to ease.

The current economy requires accountancy firms to provide immediate, effective financial advice to help businesses make it through the crisis. The service you provide now to help businesses survive short-term challenges could translate into lifetime client retention, so an effective marketing strategy is vital. To find out more about how our team can help you effectively market your services during the current crisis, please contact our team today.

Jack Barron

Director

ABOUT THE AUTHOR
Starting his marketing journey at age 15 promoting music events, Jack went on to plan, market and execute his own events before joining the British Army and serving two front-line tours of Helmand Province. Upon returning to ‘civvy street’ he set up Rebel Marketing to provide marketing consultancy services to the events industry. At around the same time, he undertook an Events Management Degree at the University of Central Lancashire, attaining a 1st Class (Hons) Bachelor Degree, before moving to Manchester to work as the digital marketing manager for a city centre agency specialising in financial services marketing, eventually becoming their marketing director.
Whilst there he undertook an MSc in Marketing Communications at Manchester Metropolitan Unversity before reactivating and rebranding Rebel Marketing as Invoke Media in 2015. After moving Invoke Media to his hometown of Preston in 2018 to support the development and growth of the area, he has since started further studies and is due to complete another MSc in Psychology from the University of Central Lancashire.
Jack is passionate about marketing and helping small to medium-sized businesses thrive. His experience working in the fast-moving events industry from a young age, along with a strong drive and discipline fostered by his time on the front line, all contribute to the work ethic and values of the company.

Read Time: 4 Minutes

 

The COVID-19 pandemic has brought unprecedented changes to the way we live and work in the UK. Never before has such a huge percentage of the world’s population been subject to quarantine at the same time, and lockdown has meant both individuals and businesses across the country have had to adapt to a new way of working. As the UK emerges from lockdown, now is the time for accountants in the UK to step up and take the lead in guiding small business owners through the coronavirus outbreak and into success.

The Time to be There

There’s never been a better time for accountants to prove their worth to existing clients and potential clients alike. UK businesses are struggling to navigate the implications of social distancing as well as making sense of the government’s complicated coronavirus financial aid package; these are decisions that accountants can offer expert help with.

Reach out to clients via email, social media and phone, and let them know that you’re there and working hard amid the coronavirus to provide your clients with professional accountancy advice and business support. Many accountants in the UK are snowed under with applications due to lockdown, proving just how invaluable accountancy expertise is during this time.

Looking to the Future

The future of accountancy is bright. Clients seeking accountancy services during lockdown will be looking out for accountants who can support them not just in 2020, but beyond. Despite the setbacks of the pandemic, the accountancy sector is making exciting advancements every year, with new technologies offering opportunities to work more efficiently and provide better value for customers. Automation software can free up time spent on simple accountancy tasks and allow more space for complex business support services – a vital skill set in the current climate.

Fintech is quickly becoming one of the fastest-growing technology sectors both in the UK and abroad, and the ways in which accountancy and financial services are conducted is changing. Accountancy firms who embrace the revolution and invest in advanced accountancy automation and AI today will reap the rewards of this progressive thinking in the future as clients seek professional accountants who can offer efficient bookkeeping and compliance services without unaffordable overheads.

Offering Stability Amid Uncertainty

It cannot be denied that the coronavirus pandemic has created as much economic uncertainty as it has health anxiety. The prime concern of small business owners in the UK – after the health of themselves and their loved ones – is the financial security of their businesses.

This is where accountants are really invaluable. By offering one-on-one support to business owners during and after the pandemic, accountants can provide security and confidence despite the uncertainty of the current situation. This means not just supporting clients with the usual tax forms and loan applications, but providing professional advice on a range of business and financial matters to ensure that managers and owners across the UK can continue to run businesses without undue stress and anxiety.

Jack Barron

Director

ABOUT THE AUTHOR
Starting his marketing journey at age 15 promoting music events, Jack went on to plan, market and execute his own events before joining the British Army and serving two front-line tours of Helmand Province. Upon returning to ‘civvy street’ he set up Rebel Marketing to provide marketing consultancy services to the events industry. At around the same time, he undertook an Events Management Degree at the University of Central Lancashire, attaining a 1st Class (Hons) Bachelor Degree, before moving to Manchester to work as the digital marketing manager for a city centre agency specialising in financial services marketing, eventually becoming their marketing director.
Whilst there he undertook an MSc in Marketing Communications at Manchester Metropolitan Unversity before reactivating and rebranding Rebel Marketing as Invoke Media in 2015. After moving Invoke Media to his hometown of Preston in 2018 to support the development and growth of the area, he has since started further studies and is due to complete another MSc in Psychology from the University of Central Lancashire.
Jack is passionate about marketing and helping small to medium-sized businesses thrive. His experience working in the fast-moving events industry from a young age, along with a strong drive and discipline fostered by his time on the front line, all contribute to the work ethic and values of the company.

Read Time: 4 Minutes

 

When it comes to working with businesses or individuals providing a product or service, it’s normal for consumers to be a bit hesitant. In the UK, the average person is exposed to between 3,000 and 5,000 marketing messages every single day. As a result, most have become very good at “tuning out” most commercial messaging and digital marketing efforts. It’s what’s known in psychology as selective attention.

Further to that, the advent of the Internet, superfast wifi and internet-ready mobile technology means that your customers can research alternative solutions in an instant and are less than three seconds away from your competitors should you fail to grab their attention, develop relevance and build trust. That has made it more important than ever to develop meaningful relationships with customers and potential customers and to be proactive in your approach to do so. 

Thankfully, social media provides an excellent opportunity to identify, target and reach out to highly relevant members of you target audience, and if you want to maintain a professional appearance while still connecting with prospective clients, LinkedIn is a great platform for accountants and professional services in general.

The Professional Social Network

With over 690 million users across the globe, LinkedIn has grown to become the world’s largest professional network. 

People use the network for a variety of reasons, including job hunting, training, connecting with co-workers, and networking with other individuals/businesses. As an accountant, LinkedIn can be an important tool that’s used to connect with clients while still maintaining a professional presence. 

Platforms such as Facebook are extremely powerful, but they are often used for personal connection rather than a professional interaction. This means that whilst you can still reach out to those members of the target audience, they may well be less interested and open to having to professional or commercially focused conversations on what they consider to be a personal network. That isn’t to say other platforms can’t form part of a larger strategy, but LinkedIn reigns supreme for professional conversations with high-value decision-makers.

The Benefits of LinkedIn As an Accountant

So, why is LinkedIn so beneficial? LinkedIn allows you to position yourself as an authority in your field and a good solution to the problem they are facing. As an accountant your clients need trust that you know what you are doing, after all, their business’s success could depend on it.

LinkedIn provides an opportunity for prospective customers to research and form an opinion on your suitability as their accountancy service provider without even having to pick up the phone. Many people are averse to making phone calls or enquiries with other businesses before they have established that they are a good fit…why? Because years of hard-sales mentality, outbound PPI nuisances and being sold to has made them sceptical. They have likely had experiences in the past where they have been coerced into a service or have agreed to something without being fully behind it, and experienced buyers remorse. They don’t want to put themselves in that situation again without knowing that you are a good fit, trustworthy and are great at what you do. Aside from that, who has time to call round 20 accountants for a 20-minute call? It’s much easier to qualify them, much in the same way a salesperson would, before engaging in conversation with a smaller number of those that look like the most suitable providers.

Ensure you optimise your account for lead generation. Many use LinkedIn as a type of CV, but these people are here to see your ability to meet their needs, not offer you employment. Ensure all of the sections you are provided with are complete and geared towards your prospective customer. Our marketing health check for financial services industries identifies over 30 criteria for the optimum LinkedIn profile. Why don’t you get in touch and ask us to optimise your profile free of charge?

Post high-quality, relevant content 2 – 5 times per week and if possible, make sure that video forms a part of that content. It will keep you at the front-of-mind of your connections, show prospective customers that you are knowledgeable and provide opportunities for engagement and interactions with your peers, customers and prospective customers. Don’t forget…each one of those engagements, whether it be a post reaction or comment, will increase the visibility and reach of your post so more prospective customers will see it and how great you are at what you do.

Another great benefit of LinkedIn the ability to target, connect and message decision-makers in businesses that match your customer profile. Even the free version of LinkedIn has powerful search and targeting options, but the paid versions take this to the next level. We use Sales Navigator (Approx £60 per month) and it pays for itself ten times over. Having a paid version of LinkedIn also gives you a little badge or icon next to your profile picture which not only makes you stand out, it shows you are serious about your LinkedIn presence and engaging with customers.

Forming Customer Relationships

LinkedIn is a professional network, but it’s also a social network in that it allows you to connect with people and form professional relationships. Remember that advertising statistic from above? Using LinkedIn to talk to potential customers lets you cut through the noise of daily advertising and actually form relationships with your customers. 

We live in a world that offers a lot of surface connections. But, underneath that, many people feel very disconnected and are craving real conversation, even from the businesses they trust. Chatting with someone on LinkedIn about how you can help their business or even them, personally, will go a long way. It’s the best way to build trust and allow your customer to feel more comfortable with you. As a result, they’ll be more likely to keep using your services, and more likely to recommend you to others. 

The relationships that develop between you and customers on LinkedIn also give you the opportunity to “sell” to them. Because it’s a professional network, more people are open to the idea of buying and selling or even talking about such things. You wouldn’t just say hello to someone and then suggest they hire you. By forming a professional relationship, you can get a feel for what your potential customer wants and needs, and cater your conversations toward that before showing them how you can help. Our magic number is 5…why? Because we generally have the most success turning the conversation commercial after an average of 5 messages. People generally don’t like the sales message straight away, they want to be made to feel special, feel that you understand them and their needs and expect value to be given BEFORE you turn the conversation into one of providing them with services. I always like to use the relationship analogy…

Generally (depending on where in the UK they are from) people want to be taken out for a few meals and get to know someone before you get them into bed. They’ll probably want to get to know you before you move in together. They’ll likely want to have been seeing you for a while before they get married. You don’t just for the proposal the first time you meet them (or maybe you do?!).

Think of your initial messages as foreplay or courting before you give them the good news and turn the conversation into something YOU want (them as a client).

Is LinkedIn Necessary?

No.

That might seem like a shocking answer and completely contrary to everything else I’ve said, but it is true. LinkedIn is not necessary to market your accountancy practice. You managed before there was social media or maybe even the Internet, you would likely manage without LinkedIn now. But that doesn’t mean that it can’t catapult your business to the next level if you ‘did LinkedIn well’.

Of course, quality of conversation and engagement is a massive factor, but marketing still relies on numbers. I’m hesitant to say it is a numbers game because it isn’t a scattergun approach, it’s a sniper rifle. However, your chances of finding a good fit for your business, that needs you and is at the right stage of the buyer journey dramatically increase if you speak to more people, put your message in front of more people and develop relationships with more people. LinkedIn is a great way to do that in a scalable, systematic and measurable way, on a channel that people are open to discussing business and are likely in the commercial mindset.

If it’s general advice on LinkedIn you’re after, then we’re happy to add that value before we even think about selling the benefits of our LinkedIn Lead Generation services. I’ll stop short of saying I’ll take you on a few dates as I don’t think it would go down well at home, but I’ll certainly provide you with value, position myself as an authority and develop trust until the cows come home. Get in touch and we’ll start your LinkedIn lead generation journey today with a review of your profile. Just email us at hello@invokemedia.co.uk

Jack Barron

Director

ABOUT THE AUTHOR
Starting his marketing journey at age 15 promoting music events, Jack went on to plan, market and execute his own events before joining the British Army and serving two front-line tours of Helmand Province. Upon returning to ‘civvy street’ he set up Rebel Marketing to provide marketing consultancy services to the events industry. At around the same time, he undertook an Events Management Degree at the University of Central Lancashire, attaining a 1st Class (Hons) Bachelor Degree, before moving to Manchester to work as the digital marketing manager for a city centre agency specialising in financial services marketing, eventually becoming their marketing director.
Whilst there he undertook an MSc in Marketing Communications at Manchester Metropolitan Unversity before reactivating and rebranding Rebel Marketing as Invoke Media in 2015. After moving Invoke Media to his hometown of Preston in 2018 to support the development and growth of the area, he has since started further studies and is due to complete another MSc in Psychology from the University of Central Lancashire.
Jack is passionate about marketing and helping small to medium-sized businesses thrive. His experience working in the fast-moving events industry from a young age, along with a strong drive and discipline fostered by his time on the front line, all contribute to the work ethic and values of the company.

Read Time: 4 Minutes

 

We are living in turbulent times, and with the onset and reality of Brexit fast approaching, entrepreneurs and business people are facing very real struggles when they enter new markets.

Startups are unpredictable, and few new businesses actually make it past their first year of trading, let alone into their second or third. By the fourth year of trading, it’s highly unlikely that a startup business will have survived.

Many entrepreneurs are facing problems on the political and financial front, so in this article, we took a more detailed look at the struggles facing entrepreneurs in 2019.

Brexit

The biggest challenge to entrepreneurialism has, of course, proven to be Brexit. While the UK’s split from the European Union was supposed to encourage business and trading, and free up finances to help generate new business, so far it’s proven to have achieved the opposite.

The problem lies primarily in the uncertainty created by Brexit, and that applies regardless of which side of the camp you’re sitting in, whether you’re Pro Brexit or a Remainer. The uncertainty has minimised spending, while the uncertain laws and arrangements that will exist once we actually leave the EU have forced many entrepreneurs to simply wait and hold back on their business ideas.

Until we have fully left the European Union, and the uncertainty has been cleared up, entrepreneurs will continue to struggle to establish new businesses in the UK. For many entrepreneurs, Brexit has also put the knife into their plans for good, and many will look elsewhere to start their new ventures if they don’t feel welcome in the UK, or if they feel their business won’t survive in a post-Brexit United Kingdom.

Financial pressure

The biggest worry for entrepreneurs today though is financial pressure, and this is exacerbated by political events and market forces across the country. Few new businesses make it past their first year. In fact, the Accountancy Age states that only 4 per cent of all small businesses that started in 2011 made it into their second year of trading 

Those numbers are staggering, and when viewed outside the realm of statistics, they represent failed businesses and startups across the country succumbing to the pressure of an uncertain financial climate.

Entrepreneurs have to worry about where their funding is going to come from, how many sales they are making, and more as they struggle to stay afloat, let alone even turn a profit.

Personal liability

In such an unfriendly business environment, entrepreneurs are starkly aware that it’s they who are personally liable for their startups should they fail. A company director has to take personal responsibility for their actions, as it’s their duty to promote the best interests of their company, including financially. Failure to do so could result in a director being held directly responsible for financial failings. That means if the company goes under, and becomes insolvent, they could be ordered to pay back some of the debt if it’s clear they were in the wrong.

All of this adds up to untold pressures placed upon entrepreneurs looking to start their new business in the UK.

Jack Barron

Director

ABOUT THE AUTHOR
Starting his marketing journey at age 15 promoting music events, Jack went on to plan, market and execute his own events before joining the British Army and serving two front-line tours of Helmand Province. Upon returning to ‘civvy street’ he set up Rebel Marketing to provide marketing consultancy services to the events industry. At around the same time, he undertook an Events Management Degree at the University of Central Lancashire, attaining a 1st Class (Hons) Bachelor Degree, before moving to Manchester to work as the digital marketing manager for a city centre agency specialising in financial services marketing, eventually becoming their marketing director.
Whilst there he undertook an MSc in Marketing Communications at Manchester Metropolitan Unversity before reactivating and rebranding Rebel Marketing as Invoke Media in 2015. After moving Invoke Media to his hometown of Preston in 2018 to support the development and growth of the area, he has since started further studies and is due to complete another MSc in Psychology from the University of Central Lancashire.
Jack is passionate about marketing and helping small to medium-sized businesses thrive. His experience working in the fast-moving events industry from a young age, along with a strong drive and discipline fostered by his time on the front line, all contribute to the work ethic and values of the company.

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