Getting New Clients: New Research, New Strategies

Top 10 New Client Questions: Asked and Answered

Get answers to your marketing questions, and many more you might not know to ask:

1. What are the top five opportunities in accounting marketing?
2. Are tax clients brought in using different methods than accounting clients? (The answer is yes.)
3. What can new firms learn from older firms?
4. What are the large firms doing to acquire clients that the small firms are not?
5. How much are firms spending on average to acquire one new client?
6. What content is needed to attract tax and accounting clients?
7. Do firms outsource their marketing or do it inhouse?
8. What’s the most popular social media platform?
9. What kind of a revenue increase are firms getting from new client revenue?
10. How satisfied are accountants with their marketing results?

You’ll also get tips on how to increase conversions (from new prospects to engaged clients) for each of the sources in the study.

PLUS: Verbatim comments on real-life problems and solutions from hundreds of practicing professionals

Table of Contents

• Introduction
• Executive Brief
• Revenue from New Clients
• Sources of New Clients
• Sources of New Tax Clients
• Sources of New Accounting//Bookkeeping Clients
• Sources Defined
• Social Media
• Content
• Outsourcing
• Client Acquisition Cost
• Satisfaction Levels
• Results of Firms Three Years Old or Less
• Results of Firms Older than Three Years
• Results by Firm Size: Sole Proprietors
• Results by Firm Size: Firms with 2-10 Persons
• Results by Firm Size: Firms with 11-50 Persons
• Results by Firm Size: Firms with More than 50 Persons
• Demographics
• Summary
• Appendix A: Methodology

Sandi Leyva, Author and Chief Researcher

Sandi Leyva, CPA, is the founder and owner of Sandra L. Leyva, Inc. She has helped thousands of accounting and tax professionals get more business through her marketing strategies, web site and copywriting formulas, and millionaire mindset. More than 100,000 people have read her books and articles, used her training and coaching tools, or heard her speak at conferences.

Sandi was named one of the Top 25 Thought Leaders for 2019 and one of the Most Powerful Women in Accounting by CPA Practice Advisor. She won a 2013 Stevie Award for “Maverick of the Year,” and her work has been noted by Forbes, CBS News, PBS, Dallas Morning News, San Jose Mercury News, Accounting Today, Journal of Accountancy, Today’s CPA, and The Practical Accountant. She is a regular contributor to CPA Trendlines.

Sandi earned an MBA, holds a CPA in Texas and California and earned an MS in neuroscience. She is an avid traveler and has visited 100 countries, including a backpacking trip alone around the world. Her volunteer work in Kenya, Russia, and Nepal earned her an AWSCPA Public Service Award and a Baird Community Service Award. In her spare time, she enjoys gardening, hiking, and spending time with family.