How to Attract High Quality Clients

Why Do You Need High Value Clients?

• The advantages of having high value clients outweigh having low quality clients.

For example, with two high value clients each paying annual fees of $7,500, the firm will generate $15,000 in accounting fees. Attracting such clients will enable you to achieve your goals —a top line that grows over time, with the potential to reach a practice valuation that is over a million dollars.

• If you are a passionate CPA firm owner, you will achieve the pride of owning a firm that grows in revenues, and earn a reputation for working with high value businesses. 

• Attracting high-quality clients gives you the ability to make a difference—a positive impact on the lives of your clients and their businesses.
  

A Client Attraction System

Every CPA firm owner who wants to attract high value clients needs a client attraction system in place. 

If you do not have high quality clients that are signing up to your services, then you are going to be stagnant in your growth. Your practice is going flatline.

This results in—

• Lower profits
• Your take-home pay is going to be not as high as it can be
• Burn out-with no reward

Your Client Avatar and CPA Firm

To build a client attraction system you need to have a client avatar. 

At our CPA firm www.StraightTalkCPAs.com, we have created a client avatar‐an ideal client. We gave him a name and a picture—his name is Chris.

As a CPA firm owner, it is essential to know who your prospective client is. This puts you in the position to create a marketing strategy that will attract your perfect client. 

Our client avatar, Chris, is 44 years old. He earns a million dollars in revenue, has been running his business for 7 years, and has 7 employees. Chris is also married with 3 kids. 

The next step is to identify the issues that Chris might have with running his business. In our example, the issues he has includes—

• No proper business or financial plan
• No retirement plan
• Lack of knowledge in finance 
• He is on the search for a trusted business advisor who can provide him with financial advice, tax advice and any questions he might have.

Your job as a CPA firm owner is to provide your potential client with solutions. Your client will need somebody who understands business, a trustworthy professional who can see the big picture. Someone who can help Chris streamline his business and a person who can help him build a business that is scalable. 

For every CPA firm owner, your client avatar may be different. Once you have determined who your client avatar is, then you can design a comprehensive and holistic service package that services the client needs. Don't forget to price your package accordingly. This type of package can have fees starting anywhere from $8,000 to $35,000 a year.

Three Ways Your CPA Firm Can Stand Out From The Crowd

Be the 'purple cow' of CPA firms in order to attract high value clients. 

1. Establish your authority

You can build your authority as a CPA in a variety of ways. Some examples of building authority include—

Writing a book or ebook

Conducting case studies

Creating informative videos

Writing articles

Running a podcast

You can also gain authority by networking with other influential CPAs and finance experts. Create content that is consistent quality. Your content should be easy-to-consume and appeal to your target market. Your content must speak to their human desires. Another important point for CPAs and CPA firm owners to remember is that you are paid for who you are, not just what you do. This is what enables you to stand out from the rest. 

2. Online presence

Online presence includes having a website. Your website must include SEO. Create a strong LinkedIn profile. Connect with people on LinkedIn, and YouTube. Start a podcast. Repurpose content into blogs that your prospective clients can browse through.

3. Offline presence

For a CPA, an offline presence means having referral partners. Make genuine connections in the industry. You can do this through industry weekly meetups or trade shows. Referrals from clients can be a great way to attract clients like 'Chris' that are going to pay you $8,000 to $35,000 a year. 

"These strategies work amazingly well in my practice, as well as those that we have mentored on how to attract high-quality clients."

Catch Salim Omar on the CPA Marketing Genius Podcast. Salim Omar is the founder of CPA Marketing Genius. 

At CPA Marketing Genius we have provided coaching services to CPA firm owners for many years. These coaching services are designed to assist CPA firm owners with client attraction, championship team building and streamlining business operations. We also have newly launched 'done for you' services including web design, SEO and marketing. Our services are geared towards helping CPA firm owners grow their practice to new levels.