5 Mistakes to Avoid When Seeking New Clients

Business development for sole practitioners and small firms.

By Sandi Smith, CPA Special to CPA Trendlines

If you’re a sole practitioner or small-firm operator,  you’re probably very good at what you do — or you wouldn’t be in business today. But when it comes to marketing and selling yourself, well, many of us didn’t voluntarily sign up for that part.

As a matter of fact, some of us are resisting — kicking and screaming — marketing ourselves. So no wonder, for some of us, business is slow or not growing at the rate we’d like.

Sandi Smith

More for soloists and small firms from Sandi Smith at CPA Trendlines: The Top 12 Business Card Blunders Accountants Make   Seven Tips to Keep the Clients You Have How to Attract Clients Like a Magnet Eleven Easy Ways to Deliver More Value to Clients Five Things Accountants Take for Granted That Costs Them Revenue• What’s in Your New Client Funnel? • What’s In Your Welcome Kit for New Prospects? • Five Fun and Easy Ways to Wow Your Clients • Six Ways to Give Yourself a Raise • Strategies to Stop Losing Business to Competitors

We all hope we will have enough referrals so that we will never have to sell ourselves. But in the last few years, referrals, even for those with huge followings, have slowed down. It’s past time that we work on more fully developing the marketing and selling function of our businesses.

As you do, here are five mistakes to avoid: