New Book Teaches Accountants How to Market their Service to Increase Business

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While accountants know how to crunch numbers, they may not know how to attract new clients to their firm. Dekker Fraser, a marketing expert in Vancouver, has authored Online Marketing for Accounting Firms to help accountants and business managers at accounting firms attract new business, keep existing customers and even increase revenue without driving clients away.

I have learned what works and I’m sharing that with any accountant who wants more business and a more lucrative business

While accountants know how to crunch numbers, they may not know how to attract new clients to their firm.

Dekker Fraser, a marketing expert based in Canada, has authored Online Marketing for Accounting Firms to help accountants and managers at accounting firms attract new business, keep existing customers and even increase revenue without driving clients away.

“I have learned what works and I’m sharing that with any accountant who wants more business and a more lucrative business,” Mr. Fraser said. “With tax preparation and bookkeeping software getting more and more sophisticated, accountants are having to work harder to keep their client base. I say work smarter."

His book breaks down a series of steps even a single-accountant firm can follow to bring in new business.

“It used to be you could hang out a shingle, run an ad in the local paper, TV or radio and you’d have clients lined up to do business. Now, with the Internet, people can search out accountants and learn about them before calling or setting foot inside the building. What are they learning about you? You need to understand that word-of-mouth referrals drive traffic to your website -- and if people don't see what they want on your website, they won't call you,” he said.

The Internet is a great tool for marketing, branding and building client trust, he said. The book points to accounting giant Deloitte as a firm that knows how to use the web.

“I take you through what they’ve done and show you how it can work for you,” he said. “My thought is, when you find a great idea, take it and put it to work for you. There’s no need to re-invent anything.”

His book also discusses how to increase the cost of services without engendering a client revolt.

“You are selling a service, not a product. You are really selling yourself. Let me show you how to do that and convince you clients that you are worth it,” he said.

The book is available at marketingaccounting.net and Amazon. For more information, visit marketingaccounting.net, call 1-604-801-5585, or write to: dfraser(at)flamedesign(dot)ca.

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