Close search field

Lead Generation For Tax & Accounting Firms

The success of a business can largely be measured by how many clients it acquires.

Client acquisition is the lead generation process of turning a stranger into a paying customer, and is made up of three major components:

  1. Acquire (Acquisition)
  2. Nurture (Retention)
  3. Expand (Monetization)

Once you see how many clients the business acquires, the true value of the business is in how it delivers value and monetizes that relationship over the long run. 

Client acquisition is the lead generation process of turning a stranger into a paying customer, and is made up of three major components:

Acquiring, Expanding & Retaining Clients

Acquiring a client involves turning a complete stranger into a person who pays you for your services. Once you acquire a client, you focus on monetizing and retaining that client by determining how to design your services to bring that client value over time. Client acquisition versus client monetization and retention are very different problems to overcome in business. You, as the entrepreneur, need to understand the hazard of always trying to acquire new clients, as well as the challenge of simply focusing on selling more to existing clients.

A successful business will marry these two strategies in a way that creates a predictable system for both acquiring clients and increasing value to existing clients.

How to Acquire a Client

While you can predict whether you’ll acquire new clients in any given week, you will never know the precise number. That said, you will know that you are going to get clients through the biggest players in lead generation: LinkedIn, Facebook and email marketing.

Pricing your services higher and focusing on high-value services grants you more time and money to spend on acquisition and advertising. Another way to think about this is by looking at people who buy firms to acquire clients. These firm owners will typically pay 1 to 1.5 times the revenue of the company. 

How to Acquire a Client
How to Acquire a Client

One the other hand, if you build a solid client acquisition system, you will have to pay only 10% to 30% of the first year’s sales to acquire that same client. In the long run, you could make more money and save on acquiring clients. 

Avoid the acquisition and debt, and learn how to become a marketing and sales machine by utilizing our step-by-step systems, training and ongoing support.

How to Monetize and Retain a Client

Once you have built a client acquisition system, the goal is to get those clients to become repeat buyers, generating monthly and annual recurring revenue. For example, you may follow up with newsletters, niche videos, live webinars and marketing campaigns during a client’s first 90 days of working with you. You will want to constantly test new and different campaigns to see what people are interested in and what new services you may want to provide. 

How to Monetize and Retain a Client
How to Monetize and Retain a Client

During this monetization follow-up process, you will sometimes reach out to leads that have never purchased from you. These are essentially free leads in your system because you have already paid the costs associated with acquiring one client.  

You will also be reaching out to clients who have bought once and need to purchase more. These clients will require more tailored communication given the fact that you have an existing relationship. We will walk you through the exact steps to nurture and expand your clients based on your tax and accounting firm’s speciality, and help you build long-term value.  

Top Three Ways to Generate Leads for
Your Tax and Accounting Firm

LinkedIn Marketing

LinkedIn Marketing

Facebook Advertising

Facebook Advertising

Email Newsletters

Email Newsletters

Our Clients Say It Best

Hear from tax and accounting firm owners who have successfully launched lead generation systems for their firms.


Learn More About Acquiring,
Nurturing and Expanding Clients For Your Tax and Accounting Firm 

Want to Learn More?

Please fill out the form below.

  • This field is for validation purposes and should be left unchanged.

Interested in Partnering?

Fill out the form below, and we’ll be in touch.

  • This field is for validation purposes and should be left unchanged.

Want to Learn More?

Please fill out the form below.

  • This field is for validation purposes and should be left unchanged.

Want to Learn More?

Please fill out the form below.

  • This field is for validation purposes and should be left unchanged.

Want to Learn More?

Please fill out the form below.

  • This field is for validation purposes and should be left unchanged.

Want to Learn More?

Please fill out the form below.

  • This field is for validation purposes and should be left unchanged.

AccountingTax.com by Andrew Argue is now Corvee