Monthly Archive: April 2018

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What you need to know about SEO

SEO (search engine optimisation) is a methodology of strategies, techniques and tactics used to increase the number of visitors to a website by obtaining a high-ranking placement in the search results page of search engines like Google. SEO strategies vary from what firms can do to their website (on-page SEO)...

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An introduction to prospecting

Prospecting is probably the most mundane, least understood, and consequently the most ignored aspect of practice development among accounting firms. It is also the most important. No matter what level of sales skills, client skills, or people skills you have, without prospective client opportunities your growth will be severely limited....

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SEO practices your firm should avoid

Search engine optimisation (SEO) is a viable online marketing strategy that all firms should incorporate into their marketing. However, it is a type of online marketing that comes with many ‘black hat’ practices. ‘Black hat’ SEO refers to the use of disruptive SEO tactics and strategies that focus only on...

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Turning contacts into prospects

Put simply, prospecting is locating and meeting potential clients. It is a process, not an event – it goes on all the time in almost any circumstance. You can network anywhere. You will always have something in common with the people around you. If you have to queue at the...

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Acquiring and maintaining prospect information

Having knowledge of your prospects is crucial if your prospecting campaign is to succeed, but equally crucial is to ensure that the information you hold on your prospects is accurate, up-to-date, and easily retrievable. To do this you need to follow a four-step process: Develop a list or lists of...

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Getting through to the decision maker

When you target a prospect, before making any approaches you need to find out who would make the decision for the business to leave their present firm and move to a new one. Unless you know who this person is and can get through to them to influence their decision,...

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The five grades on your invisible report card

The hard part in obtaining favourable judgements is making sure clients and others perceive all you have done for them – in other words, getting credit for what you have done. There are five principal dimensions to service quality: Reliability: is the ability to provide the promised service dependably and...

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Five ways you can promote your blog

The growing importance of regularly sharing fresh content and new information online has pushed many firms into spending more time creating and publishing posts to their blogs in the hopes of improving their SEO ranking. However, what many firms don’t realise is there is more to online marketing than just...