For most firms, generating accounting leads is the primary goal of their marketing plan.
This is because more often than not, once you get high-quality leads, you or your sales team can secure them as new clients.
However, nailing down accounting leads doesn’t come easy. It requires putting together proven lead-generation strategies and getting them in front of potential clients.
At Full Stadium Marketing, we are experts in lead generation for accountants. We help accounting firms, like yours, put together a marketing plan complete with some of the best lead-generation strategies so you can grow your firm.
Here’s a closer look at some of the most effective ways to get accounting leads:
Best Lead Generation Strategies for Accounting Firms
1. Social Media
Social media is a premier lead generation strategy for any business, but more specifically for accounting firms.
Free platforms like Facebook, LinkedIn, Instagram, TikTok, and Twitter, give you the opportunity to position your firm in front of millions of people. But with so many other accounting firms doing the exact same thing, it can be tough to create an online presence that stands out.
To make the most of each social post, make sure you:
- Answer a question from your target audience
- Make it obvious what your business offers
- Explain how you can get them from where they are (point A) to where they want to be (point B)
- Include a call to action
When you’re intentional about your posts, they can be an excellent way to generate quality leads for your accounting firm.
2. SEO-Friendly Website
Search engine optimization (SEO) is essential for any website to succeed via organic search.
However, there is a common misconception that being SEO-friendly means you are just using the right keywords. It’s much more than that.
Search engines, like Google, rank your website based on things like:
- Fresh blog content
- A mobile-responsive website
- Quick loading images and videos
The better your SEO strategy, the higher your website will rank, and the higher your website ranks, the more new leads you will generate.
3. Paid Ads
Paid ads are one of the best ways to target a specific audience.
Turning to places like Google Ads allows you to place customized ads in front of potential clients.
On the most basic level, these ads should include an explanation of the value you bring to your target audience and a call to action of the best way to contact your accounting firm.
Ideally, targeted, paid ads will help you generate more qualified leads.
4. Email Marketing
Email marketing, contrary to popular belief, is alive and well. Many accounting firms see success from email marketing and yours can too.
Once you’ve developed an email list, you can send additional “bonus” content that not only benefits your current client base but your leads as well.
In your email marketing, try including content like:
- Answers to common questions from your clients
- Tax, bookkeeping, financial, and business-building tips
- Special offers to your services
- Trending topics within your industry
- Announcements related to your accounting firm
Your emails don’t have to be lengthy, they just have to spark the interest of high-quality leads.
Networking is an underrated form of lead generation for accountants. Connecting with people within your industry and your client base is the best place to start.
When you connect with people within your industry, you open the door for leads from other accounting firms.
When you connect with your current client base, you open the door for leads from businesses like your ideal clients.
Partnerships place your content in front of a whole new group of people.
Try connecting with another business that speaks directly to your ideal client. Ask if they’d be open to partnering with you so that you can share your content on their website.
This will bring a fresh set of eyes to your accounting firm and spark more lead generation.
Software Partner Example
Here is an example of how this might play out in an accounting firm scenario. Let’s say you have a niche working with law firms.
These law firms spend the majority of their time inside of a practice management system like Clio or Practice Panther.
As a law firm accounting expert, you’ll have a lot of familiarity with these tools and how to bring good data from the practice management system into either Quickbooks or Xero.
If you have that experience, you can reach out to someone at Clio or Practice Panther and offer to write a guest post or appear on a webinar. This is valuable to them, because you are helping their users have more success with their app.
This would apply in any niche, and is a great chance to find a win-win where you provide value to a specific community, and are able to get in front of many of your potential clients!
7. Content Marketing + SEO
Last, but certainly not least, is content marketing. Content marketing, in our opinion, is the most effective way to generate accounting leads.
By sharing things on your website like blogs, videos, podcasts, and long-form guides that answer common questions from your target audience, you’ll start generating organic traffic from high-quality leads.
But don’t expect immediate results.
When done correctly, content marketing can take anywhere from three months to a year to generate leads. However, when the accounting leads do start coming in, you’ll have targeted, relevant and interested leads who are coming to you!
It is one of the lead generation strategies that takes time to build, but produces incredible results.
Here is an example of a Full Stadium client who we’ve worked with over a year, and has seen their organic traffic triple in the last 12 months.
This screenshot is from Google Analytics and shows the power of compounding growth as you build a content library and start to move toward to top of Google with the right keywords.
Does Your Accounting Firm Need More Leads?
If your accounting firm is struggling to generate leads or you want to build a marketing plan that produces better results, contact Full Stadium Marketing!
We are experts in accounting firm lead generation strategies and would love to help you brainstorm, create, and distribute a strategy that will grow your accounting firm!