Tax season. If you’re an accountant, we know what’s going through your mind right now: endless hours, piles of paperwork, and the overwhelming sense that there's never enough coffee to get you through. Between finalizing returns, fielding client questions, and trying to squeeze in family time, marketing might seem like the last thing you want to think about.

But here’s the elephant in the room: competition. Yep, it’s there, lurking in the background, especially when clients have more options than ever for getting their taxes done. The reality is, clients who need proactive advisory services will find them - and they’ll move on if you're not staying top of mind. In a few years, you don’t want to be left with only the clients who make you the least amount of money and suck up the most time.

So why bother with marketing during the chaos of tax season? Because it’s one of the best opportunities to boost business with your top clients and start attracting those ideal clients who you know will value your services. And the best part? You can do all this without adding a single minute to your already-packed schedule. You just have to be intentional.

Let’s talk about 5 simple ways you can market your accounting firm during tax season and set yourself up for success - without breaking a sweat.

1. What’s in the Return vs. What’s on It…

Before you hand over that tax return to your client, you’ve already gone through it, right? But let’s be real for a second: how are you reviewing it? Are you so deep in the weeds that you miss golden opportunities to offer tax planning, suggest a business restructure, or point out that a simple IRA contribution could reduce their balance due or increase their refund?

Here's the key - start looking at the bigger picture, not just the numbers. Tax returns are full of opportunities, but you’ve got to stop focusing solely on the details. By shifting your focus from the minutiae to the big-picture opportunities - like offering value-added services, bookkeeping, or cash flow management. You can cross-sell to existing clients and make more money without having to find new ones.

In case you missed it - cross-selling to current clients is easier and more cost-effective than finding new ones. Your current clients are already in the door. Why not help them with services that will set them up for a better financial future?

2. Set an Appointment for Post-Tax Season

You know what happens after you deliver a return? Clients head out the door (or log off) without a second thought. But you know what would be a shame? Missing out on the opportunity to schedule your next meeting while they’re still in front of you!

Get ahead of the game by booking that post-tax season appointment right then and there. This will save you hours of phone tag and, more importantly, ensure that the opportunity doesn’t slip through your fingers. While you’re reviewing the return, set up a follow-up meeting to go over their future planning. Not only will you look proactive, but you’ll get a jump on next season - and possibly uncover some new opportunities you missed the first time around.

3. Ask for a Google Review and Testimonial 

Alright, here’s an easy one: ask for reviews. No, really. If you’re already delivering a stellar experience for your clients (and we know you are), this is the perfect time to ask them to shout it from the rooftops.

After you hand over that return, ask if they’d mind leaving a Google review about their experience. Here’s the thing: clients are captive in that moment. They just got their tax return, and you’ve added value by walking them through it. You’ve already impressed them, so why not ask for a review?

And while you’re at it, why not ask for a testimonial - maybe even a video one? Think about it: 85% of consumers do their research online before making a purchase, and social proof is everything. Getting a testimonial, especially a video one, is a goldmine for your firm’s credibility. According to a study, 66% of customers say the presence of social proof increased their likelihood of purchasing. That’s not just some nice-to-have; it’s imperative for growing your firm.

4. Create an Incentive for Referrals

Here’s another easy win for you: ask for referrals. When you’re meeting with clients and delivering their returns, they’re already thinking about you and your services. Why not leverage that and offer a simple referral incentive?

It doesn’t have to be anything huge. Offer a small discount for future services, or even gift cards to a local restaurant (bonus points if you get the restaurant to refer people your way too!). The point is, you’ve got their attention, so make it easy for them to refer others.

And let’s be real - clients love incentives. Offering a small “thank you” is a great way to keep your firm top of mind, and it encourages them to spread the word. Referral marketing costs you nothing but can result in big rewards.

5. Deliver Value by Posting FAQs

Here’s something you’re already doing: answering the same questions over and over. We get it. Tax season is full of FAQs. But guess what? Those same questions are on your prospects' minds, too. So why not use your expertise and post a few FAQ answers on your social media?

This is a great way to show your expertise and stay in front of both clients and potential clients. It costs you nothing, and it makes you look proactive. It’s an easy way to demonstrate that you understand the challenges your target audience faces and that you’re ready to help.

One of the firms we work with has really leaned into this, and guess what? Every new client they bring in says, “We wanted someone proactive, and our old CPA just wasn’t.” Be the firm that stands out by answering the questions others aren’t addressing. Your social media followers and clients will take notice - and those prospects may just become your next big client.

Marketing Doesn’t Have to Add Hours to Your Day

Yes, tax season is a whirlwind. But you don’t have to wait until after the madness to start thinking about next year. By doing just a few simple things now, like asking for referrals, booking follow-up appointments, and offering added value, you’ll set your firm up for success long after tax season ends. And you’ll be doing it all without adding any time to your already-packed schedule.Sounds interesting? Let’s chat - I’ve got a few more ideas up my sleeve. Let’s make this tax season a stepping stone to even bigger and better things for your firm.

Lead generation. The age old topic for businesses of all types. As firms have evolved to sell their expertise in the form of various advisory services, so must their lead generation strategies.

We are quickly moving from an attention economy, where visibility reigns supreme, to a trust economy, where trust is the new currency. 

For accounting firms, this shift represents both a challenge and an opportunity to redefine how you attract and retain clients.

The Challenge: Navigating the Digital Noise

Today's digital landscape is saturated with AI-generated content, from social media buzz about tax write-offs (like the “influencer” telling his followers how he wrote off his G Wagon) to the overwhelming presence of over 52,000 CPA firms and 88,000 accounting services firms in the U.S. alone. In this red ocean of competition, traditional marketing methods - where accountants have relied on the necessity of their services like tax returns and bookkeeping - are losing their effectiveness. These services are often viewed as commodities, and marketing them as such has become not only unprofitable but also exhausting.

The Opportunity: Selling Expertise, Not Commodities

The good news? You don’t have to sell a commodity. Your greatest assets are your expertise and strategic insight, which can drive tangible results for small business owners through tailored tax strategies and advisory services. The challenge is transforming these assets into the cornerstone of your marketing strategy.

Understanding Lead Generation in the Trust Economy

Lead generation in 2025 is not just about grabbing attention but about building trust through thoughtful engagement across various activities.

Blair Enns describes the 3 rungs of the Lead Generation Ladder in his book about the new model for selling expertise (The Four Conversations):

• Sales Activities: These include direct outreach and trade shows, which may capture attention but often score low on trust.
• Marketing Activities: Techniques such as email campaigns and selective social media engagement start to build trust by providing value upfront. While paid advertising and SEO campaigns are also marketing activities, they tend to drive visibility, but again score low on trust.
• Educating: This is the pinnacle of trust-building. Regular blogging, article writing, speaking engagements, videos, and podcasts allow you to establish yourself as the go-to expert. By the time prospects meet you, they feel they already know and trust you.

I would argue that there is value in sales and marketing activities that drive attention, but you must determine the best balance of activities in order to drive the growth you want over time. Getting to the top rung doesn’t happen overnight, but it will be where you find the most qualified leads.

For example, many firms come to us wanting to run ads. “I just need to grow my business by $X in X timeframe.”

But, it’s a bigger conversation than that. Ads will drive leads, but they don’t know you or trust you yet. Wouldn’t it be a better use of your time to speak with fewer but more qualified leads? That is what happens at the top rung of the ladder, and it is why there must be a strategy and intention around the activities on the Educating rung of the ladder if you expect to see predictable, sustainable growth long term with clients who respect and value your expertise.

So, how do you strike the right balance in the meantime?

Lean into AI to Help With Marketing and Administrative Functions

What if you could take marketing activities that drive visibility and attention and automate them? Spend little to no time on them and more of your time on the pinnacle top rung of the lead gen ladder- educating?

Instead of fearing AI, embrace it. While AI is getting better at an alarmingly fast pace to be able to handle tasks like completing tax returns and bookkeeping, it cannot replace the strategic thinking and personal relationships that set advisory firms apart. Here are a few easy ways you can leverage AI effectively:

• CRM Automation: Use AI-powered tools like Cajabra CRM for accountants to automate sales and marketing workflows, enhancing efficiency in lead nurturing and client onboarding. 
• Content Creation: Deploy AI to craft compelling social media posts, ad copy, email newsletters, and even video scripts that resonate with your audience.

Emerging technologies like voice AI and 'promptless AI' (like heyCajabra) can further personalize communication and content, allowing you to focus on high-trust activities.

The AI Employee: It’s a Thing

Imagine an AI 'employee' named George.

You just spend an hour and a half meeting with one of your best advisory clients in person. What if you could call George and tell him what you discussed with which client and how much time you spent with them? And, then George takes that information, posts your time, and uploads the meeting details to the client record? Nice, right?

And, what if you could call George on your way to work and tell him everything you need on your “to do” list? George creates it, emails or texts it to you, and helps you track progress.

Right or wrong, I’m always thinking about work in the car, and I’m pretty sure you do, too. If you live by your calendar like me, what if you could call George when you are thinking about it, and tell him to block your calendar from 2 to 4 on Friday to work on XYZ client?

The list is infinite. George is here. We have him deployed in firms already.

Finding Your Strategic Balance

Achieving a balance between sales, marketing, and educating is imperative if you want long term growth with clients you define as ideal. There's no one-size-fits-all approach; each firm must find its optimal mix based on its target audience. However, the emphasis should always lean towards educational content. While this top rung of the lead generation ladder takes more time and effort, it attracts the best clients - those who recognize the value of your expertise and are willing to invest in it.

Don’t Kick This Can Down the Road

With the projected launch of millions of new businesses over the next five years, the urgency to adapt cannot be overstated. Many firms still rely on what I call 'referral roulette' or postpone their marketing efforts until after the tax season. These strategies are neither sustainable nor conducive to predictable growth as a trusted expert advisor.

By differentiating your firm through authenticity, building strong relationships, and leaning into modern technologies like AI, you can differentiate your firm and gain a competitive edge in a rapidly evolving marketplace. The time to act is now - are you ready to capture your share of the market?

Alright, let’s talk about thought leadership. As accountants, you're already experts on the ins and outs of tax laws, financial statements, and balance sheets. But here's the thing - unless you also position yourself as a thought leader, your expertise might go unnoticed. Thought leadership isn't just a fancy buzzword; it’s one of the most powerful ways to attract clients, build trust, and create lasting relationships in the accounting world.

When you’re recognized as a thought leader, you're not just another accountant on the list. You're the expert that clients go to for guidance, insight, and solutions. And that’s exactly what your firm needs to stand out in a crowded market. 

What Is Thought Leadership, Anyway?

You’ve heard the term, but what does it really mean? In simple terms, thought leadership is about sharing valuable insights, unique perspectives, and expert knowledge that helps people solve problems. It’s about positioning yourself as the go-to resource for information in your field, rather than just someone who provides services.

Think about it like this: If you were looking for answers to your financial questions, would you trust a blog full of technical jargon and buzzwords, or would you prefer a resource that speaks your language, offers helpful tips, and provides clear solutions? As a thought leader, you’re doing the latter. You’re creating content that helps people - without making them feel like they need a PhD in accounting to understand it.

Why Does Thought Leadership Matter for Accountants?

The short answer: trust. In any service-based industry, but especially in accounting, trust is everything. Clients aren’t just handing over money for services; they’re putting their financial future in your hands. And when they trust you, they’ll stick with you. They’ll refer you to others, and they’ll turn to you again and again for guidance.

The Role of Content Strategy in Thought Leadership

You can’t just wake up one day and decide, "Hey, I'm going to be a thought leader." (Well, you can, but it won't work unless you have a plan!) Thought leadership requires consistent, intentional content that speaks directly to the needs of your audience. Without a solid content strategy, you're just throwing stuff out there and hoping something sticks. And let's be real, hoping doesn't work.

Here’s where a solid content strategy comes in. A content strategy gives you a roadmap for creating valuable, relevant content that consistently communicates your expertise, solves problems, and builds trust. It’s about sharing insights regularly - whether through blog posts, articles, videos, or social media updates - that resonate with your audience and make you the authority they turn to.

Why Video Content Should Be Part of Your Strategy

We’ve all heard that video is the future of content, and for good reason. Video content is the most engaging, impactful way to connect with your audience. In fact, 54% of consumers want to see more video content from brands they support. And when you’re an accountant trying to stand out, video lets you showcase your expertise in a way that feels personal and approachable.

The great thing about video is that it humanizes your firm. It’s one thing to read a blog post about tax planning; it’s another to hear you explain the strategy in a fun, engaging way. Video lets you connect with potential clients on a deeper level, helping them understand complex financial concepts while building trust and rapport.

Whether you’re posting a quick tax tip on Instagram or filming a deep dive into retirement planning for your YouTube channel, video content gives you the chance to showcase your knowledge, personality, and approachability. Plus, it’s way more likely to be shared across social platforms, helping you extend your reach.

Key Steps to Building a Winning Content Strategy

So, how do you start building your content strategy? The first step is understanding your audience. You need to know who you're speaking to, what their pain points are, and what kind of content will resonate with them. A few simple questions to ask:

• Who is my target audience? Are you speaking to business owners, high-net-worth individuals, or families trying to manage their finances?
• What are their biggest struggles? What questions are they asking about taxes, business planning, or personal finance?
• How can I solve these problems? Think about how your expertise can help address their needs.

Once you’ve nailed down your audience, start creating content that speaks to their challenges and provides clear solutions. Whether it’s blog posts, case studies, or even video content, make sure everything you produce serves a purpose. You don’t want to create content just for the sake of creating content - you want it to educate, inform, and build that all-important trust.

Don’t Forget About Consistency

Content strategy isn’t just about creating good content - it’s about creating content consistently. Your audience will start expecting content from you if you show up regularly. It’s about building a routine, whether you’re posting weekly blogs, sharing tips on social media, or sending out monthly newsletters.

The more consistently you show up, the more you’ll build momentum. And that’s when thought leadership becomes a real differentiator. When you’re top of mind, your clients are more likely to reach out when they need help. They’ll know you’re the expert, and they’ll trust that you have their best interests at heart.

Become the Go-To Expert

The value of thought leadership for accountants is clear: it builds trust, nurtures relationships, and sets you apart from the competition. With a solid content strategy that includes video and consistent updates, you can position yourself as the expert your clients turn to time and time again.

And when you have that foundation of trust and value, everything else falls into place - client retention, new business, and referrals. At Cajabra, we specialize in helping firms like yours develop powerful content strategies that drive real business results. Let’s talk about how we can get your content working for you - so you can focus on what you do best: helping your clients succeed.

As the holiday season approaches, accountants everywhere are preparing for the busiest time of year. Year-end tax planning, client meetings, and managing deadlines can quickly turn holiday cheer into holiday stress. With your calendar packed, it’s easy to feel like there’s no time to enjoy a break.

But what if you could reclaim some of that time? What if you didn’t have to work harder just to keep up, but instead worked smarter? The good news is, by leveraging AI and automated workflows, you can streamline your tasks and free up more time for what really matters this holiday season. 

1. Automated Chatbots: Your 24/7 Virtual Assistant

Client inquiries don’t stop just because you’re busy or on a break. Simple questions like, “Are you open on Friday?” or “What’s the deadline for submitting my tax documents?” can pile up, taking time away from your important tasks. The solution? Automated chatbots.

A chatbot on your website can handle basic client questions 24/7, providing instant responses. Not only does this save you time, but all the conversations are automatically logged in the client’s record for easy follow-up. With AI handling these routine queries, you can focus on the more complex tasks that truly require your expertise.

2. Let AI Handle Your Content

Creating blog posts, social media updates, and other content is an ongoing task that can take up hours of your day. Imagine being able to batch weeks’ worth of content in minutes. With AI-powered tools, you can generate the content you need for blogs and social media posts quickly and efficiently.

The key to success here is knowing the right prompts to give your AI tool. Once the content is created, simply schedule it using your social media tool, and your content will keep working for you even when you’re offline. This automated process allows you to stay consistent with your marketing without needing to dedicate hours to content creation.

3. Personalized Holiday Wishes

When it comes to sending holiday greetings, it’s easy to feel overwhelmed by the number of clients you need to personally message. But you don’t have to sacrifice time with your family to show your appreciation for your clients. With AI, you can automate the process of creating and sending personalized holiday messages.

Using a CRM, you can easily create personalized greetings, automatically inserting each client’s name with a merge tag, and then schedule the messages to send at the right time. Now, you can send thoughtful messages to every client without spending hours at your desk.

4. Upsell Campaigns and Year-End Reminders

For many firms, there are clients who only use compliance services but could benefit from ongoing tax planning or monthly maintenance services. However, reaching out to these clients can often fall through the cracks during busy periods.

AI allows you to set up automated campaigns that send a series of well-crafted emails or text messages to nurture these clients and encourage them to consider additional services. These campaigns can be set up in a CRM and triggered to begin at the right time, without any manual intervention on your part.

Additionally, year-end reminders are necessary but time-consuming. With AI, you can easily create these reminders, whether they’re for tax document submissions or other critical deadlines, and schedule them to go out automatically. This keeps your clients on track without taking valuable time away from you.

5. AI for Missed Phone Calls

We all know how important client calls are, but there’s no reason you have to drop everything to answer every phone call—especially during the holidays. AI can help you manage missed calls by sending a quick text response like, “Thank you for calling. I’m currently assisting another client but would be happy to help. What can I assist you with today?”

By using AI, you can capture the caller’s number, answer basic inquiries, and even let the client know you’ll get back to them within a certain timeframe. Not only does this save time, but it also ensures that your clients feel attended to, even if you’re away from the phone. This kind of automated communication positions your firm as tech-savvy and responsive, which clients will appreciate.

6. Automating Everything So You Can Enjoy the Holidays

The true beauty of AI and automation is that it allows you to step away from the small, repetitive tasks that normally keep you glued to your desk. From answering basic questions to scheduling content, sending reminders, and even following up with clients, automation frees you to focus on higher-level tasks or take a well-deserved break.

By automating these workflows, you can finally enjoy the holiday season without the constant worry that something is slipping through the cracks. Automation ensures that your clients are getting the attention they need while you spend more time with family and friends.

In today’s world, clients expect more, but working harder is not the answer. Instead, working smarter by leveraging AI is the solution. It’s about giving yourself the tools you need to manage your workload efficiently while still providing high-quality service to your clients.

One Last Thought—Don’t Lose the Human Touch

While automation is a powerful tool, it’s important to remember that it doesn’t replace the human relationships that are at the heart of your firm. Use AI to handle the heavy lifting, but be sure to include personal touches in your client communications, like short videos in your emails or a personalized message. These little details show authenticity and build deeper connections with your clients.

The Podcast Episode Your Competitors Hope You Skip

Before we wrap up, we want to share an insightful podcast episode you won’t want to miss. In it, we speak with Scott Fleszar, former CEO of SafeSend, about the changing landscape of accounting firms. We discuss how firms can balance high-value advisory services with the volume of compliance work, and how automation and technology are transforming the profession. If you’re looking for insights on how to stand out in a crowded market, this is a must-listen. 

Final Thought

If you’re looking for ways to leverage AI and automate workflows to give yourself more time this holiday season, we’re here to help. At Cajabra, we specialize in helping firms streamline their processes, allowing them to focus on what matters most. Our CRM is designed to automate communication, marketing, and client management—all while keeping the human touch intact. 

Don’t let the holiday season pass by in a haze of stress and never-ending work—take back your time and make this holiday season your best one yet!

Let’s talk about the elephant in the room—the dreaded price objection. It’s the conversation that makes many accountants break out in a cold sweat, but it doesn’t have to be that way. With the right strategies, you can confidently handle these discussions and turn price-sensitive prospects into loyal clients.

Imagine you’re at a party, and someone asks, “So, what do you do?” You puff out your chest and say, “I’m an accountant.” The room goes silent, and someone whispers, “Oh, the boring one.” But what if you could change that perception? What if, instead of feeling like a necessary evil, you could present yourself as an indispensable partner in a client’s success?

Understand the Pain Points

Before you can effectively handle price objections, you need to understand why clients are hesitating. Think of it like a doctor diagnosing a patient; you can’t prescribe a treatment until you know what’s wrong. Start your conversations by asking open-ended questions about their goals and challenges.

For example, ask them, “What do you hope to achieve in the next year?” or “What frustrations are you experiencing with your current accounting service?” Listen closely to their responses. This will help you uncover their pain points and give you the ammunition you need to demonstrate the value of your services.

Build Confidence Through Value

Now that you understand their pain points, it’s time to build your case. Remember, you’re not just an expense; you’re an investment in their future. Communicate the value you provide, and do it with confidence. If you’re confident in the solutions you offer, it will resonate with your clients.

Let’s say a prospective client is currently paying $300 a month for basic bookkeeping services, but your outsourced CFO services are $1,500 a month. Naturally, they might flinch at the price. But if you can clearly articulate how your services will free up their time, provide financial insights, and ultimately boost their bottom line, that sticker shock will begin to fade!

Use real examples to illustrate your points. “Imagine what you could achieve if you weren’t spending hours sifting through financial statements. What could you focus on instead?” By painting a vivid picture of the future, you help clients see the return on their investment rather than just the cost.

Set the Context for the Conversation

Context is so important! If a potential client is coming to you from a previous accountant who didn’t deliver the right solutions, it’s your job to highlight the difference. Talk about the value they’ll receive with your services compared to what they’ve experienced before. This is not just about price; it’s about transforming their experience.

You could say something like, “I understand that the last service you had didn’t meet your expectations, and I can assure you that our approach is different.” Establishing this context not only builds trust but also makes it easier to handle objections when they arise.

Communicate the Fear of Missing Out

Sometimes, a little fear can be a powerful motivator—especially when it’s genuine. If a client is hesitant to invest in your services, remind them of the risks of not taking action. “If you don’t address these issues now, they could lead to bigger problems down the road. You might find yourself scrambling at tax time or facing unexpected expenses because you didn’t have the right insights.”

This approach isn’t about scaring clients; it’s about helping them understand the consequences of inaction. The goal is to create a sense of urgency without being overly dramatic—think of it as a friendly reminder rather than a doomsday prophecy.

Be Prepared to Educate

Sometimes, clients simply need a little education. They may not understand why your services cost what they do. Be prepared to explain the value of your expertise and the complexities involved in providing top-notch accounting services.

For instance, if you’re offering an advisory service that requires deep analysis and strategic planning, explain the time and effort involved. “This isn’t just a simple math problem; it’s about analyzing data, understanding trends, and providing actionable insights that can make a significant impact on your business.”

By demystifying the process, you help clients appreciate the value of what they’re paying for.

Practice, Practice, Practice

Like any good skill, handling price objections gets easier with practice. Role-play these conversations with colleagues or friends to build your confidence. The more you practice, the more natural it will feel when you’re in front of a client.

Think of it as a rehearsal before the big performance. You wouldn’t go on stage without knowing your lines, right? The same goes for client conversations—be prepared, and you’ll shine when it counts.

Final Thoughts

Handling price objections as an accountant doesn’t have to be a dreaded experience. By understanding your clients’ pain points, confidently communicating your value, and setting the right context for the conversation, you can turn these discussions into opportunities for growth.If you’re ready to get deeper into handling objections and improving your sales process, be sure to check out the Numbers Don't Lie podcast. Subscribe and listen here for more insights that can transform your accounting practice!

Onboarding new clients can sometimes feel like trying to juggle flaming torches - exciting but risky if you drop one! The key is to create a seamless onboarding experience that ensures no important details slip through the cracks. 

By automating this process, you can transform potential chaos into a well-choreographed dance. So, let’s get into how to streamline your client onboarding and keep everything running smoothly!

Start with a Solid Process

Before you can automate, you need a clear onboarding process. Think of this as laying down the tracks for a train - if the tracks aren’t straight, the train won’t run smoothly. Take a moment to map out your current onboarding journey. What’s working, and where are the bumps in the road?

Common challenges include lost communication, missing documents, and clients wondering why nobody is responding to their urgent “Where’s my stuff?” emails. Visual tools like flowcharts can help you see the entire process clearly. Programs like Canva can help you whip up a nice diagram that not only looks good but also clarifies who does what and when.

Automate Communication

Now that you have your process outlined, it’s time to put it on autopilot. Automation is your best friend here. Set up automated email sequences that guide clients through each step of onboarding.

For example, once a client signs on the dotted line, an automated welcome email can go out immediately, saying something like, “Welcome aboard! We’re thrilled to have you join our family. Here’s what to expect next.” Subsequent emails can gather necessary client information, set deadlines, and communicate your firm’s expectations. Keep these messages concise and engaging - nobody wants to read a novel when they just signed up for your services.

Follow-Up Reminders

Automated follow-up reminders are like your safety net. When you send out proposals or engagement letters, don’t just cross your fingers and hope for the best. Studies show that nearly 89% of clients experience friction during onboarding, usually because they forgot to respond to your emails. Automate a mix of texts and emails to follow up, ensuring your clients feel supported throughout the process.

Utilize a CRM System

Enter the superhero of client management: the Customer Relationship Management (CRM) system. Think of a CRM as your trusty sidekick, designed to manage all your client information and communications.

When a new client signs up, you can easily add them to your CRM. By tagging their contact record, you can trigger the entire onboarding sequence. This not only saves time but also significantly reduces the risk of human error. Plus, it keeps your clients feeling like VIPs throughout the process.

Nurture Leads

But wait, there’s more! A CRM isn’t just for active clients. It’s also your secret weapon for nurturing leads that might not be ready to jump on board just yet. Set up automated campaigns to keep in touch with these prospects. Send them valuable content, reminders, or just a friendly check-in to keep your firm top-of-mind. After all, you never know when they might decide to make that leap.

Set Clear Expectations

Setting clear expectations is like providing a roadmap for your clients - nobody wants to get lost! Make it crystal clear what information you need from them and outline any deadlines that need to be met.

For instance, if you need their tax documents by a certain date, communicate that upfront. Use concise, engaging language in your emails, and maybe even throw in a checklist to help them stay organized. A simple “We need your documents by March 1st for the April 15th deadline” goes a long way in preventing those last-minute panic calls.

Enhance Your Online Reputation

Your online reputation can make or break you. Did you know that 97% of consumers read online reviews before choosing a service? That’s right! Automate the request for reviews after onboarding, and watch your credibility soar.

Set up a sequence to reach out 90 days after a client starts working with you, asking for feedback. If their feedback is glowing, gently nudge them to leave a review on Google. Not only does this enhance your reputation, but it also helps in attracting new clients.

Continuous Improvement

Remember, automation isn’t a “set it and forget it” situation. Regularly evaluate your onboarding process and gather feedback from clients. What worked well? What left them scratching their heads? Use this information to refine and improve your approach continuously.

Final Thoughts

Automating the onboarding process for new clients can save you time, reduce errors, and create a positive experience for everyone involved. By establishing a solid onboarding process, using a CRM, automating communication, and setting clear expectations, you can ensure a smooth transition for every new client.

With Cajabra CRM, you can streamline this entire process even further. It offers features like two-way texting, automated follow-ups, and easy access to client information, all designed to keep your communication seamless and efficient. When your onboarding process is efficient and welcoming, you reinforce the positive decision your clients made by choosing to work with you. So, are you ready to optimize your onboarding process and impress your clients? Let’s get started!

Lead generation is often the top priority for businesses looking to grow, but what if you're focusing on the wrong thing? Before you rush to generate new leads, it's time to fix the leaky bucket - those missed opportunities and prospects slipping through your fingers.

At Cajabra, we believe that before you even think about new business, you need to optimize your current opportunities. From missed calls to forgotten follow-ups, every lead that goes unnoticed is one more chance your competitors are seizing. Find out how you can plug those leaks and turn more prospects into clients, all while having a little fun along the way.

Are You Missing Calls?

Picture this: a potential client finds your accounting firm online, picks up the phone, and calls you. You don’t answer. What happens next? They move on to the next firm on their list, and just like that, you've handed them to your competitor.

Missing a call is like watching money walk out the door. Worse yet, if you don’t have a system to capture their number and follow up, that lead is as good as gone. One simple fix? Automated texting. 

Imagine getting an alert as soon as a call is missed, allowing you to instantly text the prospect back. That little bit of effort shows you’re responsive and ready to help, and it could be the difference between winning or losing a new client.

Is Your Website a Silent Partner?

You’ve invested time and money into your website, but is it pulling its weight when it comes to generating leads? If your site doesn’t have a chat widget that lets prospects start a conversation instantly, you’re missing a huge opportunity - especially with younger generations like Gen Z, who prefer text-based communication.

Here’s a fun fact: 75% of Gen Z prefers texting over phone calls or emails when communicating with businesses. By incorporating a website chat widget that opens a text conversation, you make it easier for prospects to reach out on their terms, leading to faster connections and increased engagement. If you're not meeting them where they are, someone else will.

Time Heals Wounds, But It Kills Deals

Let’s talk about follow-ups. If your strategy consists of sending a proposal and assuming your prospect will get back to you, you’re in for a rude awakening. You know who they’ll get back to? The firm that follows up consistently and promptly.

Here’s the truth: time kills deals. While you might think giving a prospect space is polite, what you’re really doing is letting them forget about you. Automating your follow-up process ensures that no lead gets left behind. Whether it’s a simple email reminder or a personalized text, automating follow-ups gives you a “set it and forget it” system that keeps your firm top of mind. Cha-ching!

And let’s not forget about those leads who didn’t move forward. Do you have a process in place to stay in front of them? If not, your competitors are. A steady drip of helpful content or a friendly check-in can reignite interest and keep your firm in the running for their business.

How’s Your Online Reputation?

Google reviews can make or break a decision. Studies show that 97% of people look at online reviews before making a purchase decision. If you don’t have a way to ask for reviews consistently, you’re likely missing out on a huge opportunity to build credibility.

The solution? Automate it. Set up a system where every satisfied client gets a nudge to leave a Google review. It's simple, it's effective, and it takes almost no time at all. People trust reviews, and more positive feedback means more prospects choosing your firm over the competition.

Fix Your Bucket Before Filling It

The truth is, chasing new leads without optimizing your existing opportunities is like trying to fill a bucket with holes. All the effort you put into marketing, SEO, and advertising goes to waste if you’re not capturing and nurturing the leads already coming your way.

Did you know that companies implementing sales automation see a 10-15% increase in revenue in the first year? By automating these steps, you’re not only preventing missed opportunities, but you’re also actively increasing your chances of converting leads into loyal clients.

Maximizing Existing Opportunities

Before diving headfirst into generating new leads, take a moment to assess what you’re already doing. Are you answering every call, capturing every lead, and following up consistently? These small adjustments can make a world of difference in your revenue without spending additional time and resources chasing new leads. Ready to supercharge your lead generation efforts? The Cajabra CRM is designed to help you streamline communication and capture every opportunity. With features like two-way texting, automation for follow-ups, chat widgets, tools to enhance your online reputation and more, it covers all the bases. Stop missing out - make sure that you’re consistently nurturing relationships!

Building a successful advisory practice goes beyond offering great accounting services. These days, clients are looking for more - they want someone who truly understands their business and can guide them through challenges. It’s not just about making the sale; it’s about building a relationship. To turn your leads into loyal, long-term clients, you’ve got to master the advisory sales process.

And here’s a little secret: you can’t do it all manually. Every advisory firm needs a Customer Relationship Management (CRM) system to stay on top of client interactions, streamline follow-ups, and keep everything organized. Think of it as your behind-the-scenes partner.

A Shift from Selling to Serving

Unlike traditional sales, advisory sales are all about positioning yourself as a trusted partner who’s invested in the client’s success. It’s not about pushing your services. It’s about building a connection, understanding their challenges, and offering tailored advice that helps them move forward.

The best part? When you focus on serving rather than selling, clients stick around - and a CRM is the tool that keeps it all organized.

1. Attracting the Right Leads

The first step in any sales process is bringing in the right people - businesses that need your expertise and see you as a valuable resource. In advisory services, these clients are typically looking for more than just tax help or bookkeeping. They’re looking for guidance - someone who can help them make better decisions and grow their business.

That’s why it’s so important to have clear messaging in your marketing that reflects your advisory strengths. And don’t forget SEO optimization! Using the right keywords ensures that the businesses searching for advisory services find you easily.

Once they’re interested, a CRM helps you track where your leads are coming from and which content is drawing them in. This gives you the power to fine-tune your marketing strategy and make sure you’re attracting the right kind of clients - those who’ll benefit the most from what you offer.

2. Qualifying Your Leads

Not every lead is ready for advisory services, and that’s okay. Your job here is to figure out who’s worth pursuing. Are they facing challenges that align with the solutions you provide? Do they have the budget and decision-making authority to move forward?

A CRM simplifies this process by giving you a bird’s-eye view of every lead’s engagement with your firm. You can see if they’ve downloaded any resources, opened your emails, or scheduled a consultation. With this data, you can prioritize the leads that are serious about finding a partner, making your time and energy go further.

3. Building Trust through Consultation

Now that you’ve identified a lead with potential, it’s time to start building trust. Advisory sales hinge on one thing: relationships. To win over a prospect, they need to see that you’re not just trying to sell them a service - you’re here to listen, understand their pain points, and offer solutions that actually work.

During your consultation, ask thoughtful, open-ended questions that show you care about their business. Really listen to what they say, and then explain how your services can make a difference. Avoid the urge to use too much technical jargon - keep things simple and clear.

Your CRM is important here. It stores notes from every interaction, helping you stay organized and remember important details about your client’s business. This ensures that your follow-ups are personal and relevant, building that trust over time.

4. Offering Tailored Solutions

When the time comes to present your solution, it’s got to be personalized. Advisory clients aren’t looking for cookie-cutter answers - they want a strategy tailored to their specific needs. This is where you show them how well you’ve listened and understood their challenges.

Use the data stored in your CRM to customize your proposal based on the issues they’ve shared. Highlight how your solution will solve their problems and bring long-term value. The more relevant your pitch, the more likely you are to convert that lead into a client.

5. Sealing the Deal

By this point, if you’ve built trust and shown that your solution is the right fit, closing the deal should be straightforward. There’s no need for high-pressure tactics - simply outline the next steps and make the onboarding process as smooth as possible.

Here’s where the CRM steps up again. You can use it to schedule follow-ups, track the progress of your deal, and even automate parts of the onboarding process. This level of organization reassures your clients that they’re in good hands from day one.

From Client to Long-Term Partner

Winning the client is just the beginning. The real magic happens when you build a long-term relationship with them. It’s about staying in touch, offering ongoing advice, and being proactive about their needs. And a CRM makes this way easier by keeping track of your client’s journey, flagging opportunities to check in, and showing you when it’s time to offer additional services.

Here’s what a CRM brings to the table:

• Lead Tracking: Know exactly where your leads are coming from and what they’re engaging with.
• Personalized Communication: Store details about every interaction, so your emails and calls are always tailored to the client’s needs.
• Automation: Never miss a follow-up. Your CRM can automate reminders and tasks, keeping the process moving smoothly.
• Insightful Data: Use the data collected in your CRM to make smart, data-driven decisions about which services to offer and when.

The goal here is simple: loyalty. A satisfied client becomes a loyal client when they feel understood and cared for. By regularly providing value, you’ll ensure they see you as a partner in their business, not just a service provider.

Final Thoughts

Mastering the advisory sales process is all about building trust and delivering value at every stage. When you combine this approach with the power of a CRM, you’re setting your firm up for long-term success. Not only will you attract the right leads, but you’ll also turn them into loyal clients who see you as a major part of their business.At Cajabra, we focus on helping firms like yours create custom marketing strategies designed to turn leads into loyal clients. Ready to take your business to the next level? Let’s talk!

Lead generation isn’t just a goal; it’s a necessity. You need more than just a steady stream of potential clients to thrive. You need a strategy that turns those prospects into loyal customers. But where do you start? The answer lies in a well-crafted approach that attracts leads and nurtures them into lasting relationships.

Know Your Audience

The foundation of any successful lead generation strategy is understanding your audience. Who are they? What are their challenges? How can you help them overcome these challenges? When you know the answers to these questions, you can create messages that resonate. Your audience feels understood, and that connection is what drives them to take the next step.

Understanding your audience goes beyond basic demographics. It’s about digging deeper into their pain points, motivations, and aspirations. By developing detailed buyer personas, you can tailor your messaging to speak directly to your ideal clients. This level of personalization not only grabs their attention but also builds trust, making them more likely to engage with your brand.

Make Your Website Work for You

Your website is often the first impression potential clients have of your business. Is it making the right one? A well-designed site is more than just visually appealing—it’s a lead-generating machine. Every element, from the layout to the calls to action, should be crafted to guide visitors toward becoming leads. Whether it’s a simple contact form or a downloadable resource, make it easy for visitors to connect with you and enter into a sales process.

A strong website isn’t just about aesthetics; it’s about functionality. Ensure that your site is easy to navigate, with clear paths for visitors to follow. Optimize your landing pages to convert, focusing on clarity and simplicity. Every page should have a purpose, whether it’s to educate, inform, or persuade. And don’t forget mobile optimization—a site that’s not mobile-friendly can turn away a significant portion of potential leads.

Content That Converts

Content marketing isn’t just about creating blogs or posting on social media. It’s about delivering value. By providing insights, solutions, and helpful information, you build trust with your audience. This trust is the first step in turning a visitor into a lead. High-quality content—whether it’s a detailed guide, an informative blog post, or a compelling video—positions your business as an authority in your field. And when people see you as an expert, they’re more likely to reach out.

To create content that converts, you need to understand what your audience is looking for. What questions are they asking? What problems do they need to be solved? By addressing these in your content, you draw them in and demonstrate your expertise. Incorporate strong calls to action (CTAs) in your content, encouraging readers to take the next step—whether it’s signing up for a newsletter, downloading a resource, or contacting you directly.

Harness the Power of Social Media

Social media is a goldmine for lead generation, but only if you use it effectively. It’s not enough to simply post content; you need to engage. Respond to comments, start conversations, and share content that your audience finds valuable. Social media platforms are where relationships start. And those relationships can easily translate into leads if nurtured properly.

Engagement is the key to success on social media. It’s not just about broadcasting your message but about creating a dialogue. Use social media to showcase your expertise, share client success stories, and offer valuable tips. By building a community around your brand, you create a loyal following that’s more likely to convert into leads. Regularly review your social media analytics to see what’s working and adjust your strategy accordingly.

Email: The Direct Line

Email marketing is one of the most direct ways to reach your audience. But it’s not about blasting out generic messages. Personalization is key. Tailor your emails to the specific needs and interests of your audience. By segmenting your email list and sending targeted content, you can nurture leads through every stage of their journey. The right message at the right time can be the nudge they need to move from consideration to action.

Effective email marketing starts with a strong subject line that grabs attention. Once opened, your email should deliver value immediately. Whether it’s a special offer, a helpful resource, or an insightful blog post, your content should be relevant and engaging. Don’t forget to include a clear CTA—whether it’s encouraging readers to visit your website, schedule a consultation, or download a guide. Track your email metrics to understand what resonates with your audience and refine your approach.

Invest in Paid Advertising

Sometimes, a little investment can go a long way. Paid advertising, whether through Google Ads or social media platforms, can give your lead-generation efforts a significant boost. The key is targeting. Make sure your ads are reaching the right people—those who are most likely to become your clients. When done right, paid advertising can bring a steady stream of qualified leads to your business.

Paid advertising allows you to reach a broader audience and target specific demographics, behaviors, and interests. Create compelling ad copy that speaks directly to the pain points of your ideal clients. Use eye-catching visuals and a strong CTA to drive clicks. And don’t forget to track the performance of your ads—analyzing metrics like click-through rates (CTR) and conversion rates will help you optimize your campaigns for better results.

Measure, Adjust, Repeat

Lead generation isn’t a set-it-and-forget-it process. It requires constant monitoring and adjustment. Use analytics to track what’s working and what’s not. Are your landing pages converting? Is your content driving engagement? By regularly reviewing your efforts and making necessary tweaks, you can ensure your strategy remains effective and continues to deliver results.

Analytics provide valuable insights into the effectiveness of your lead-generation efforts. Regularly review metrics like traffic, bounce rates, and conversion rates to identify areas for improvement. Don’t be afraid to experiment with different approaches—whether it’s testing new CTAs, trying out different content formats, or adjusting your targeting. The key is to stay agile and responsive to your audience’s needs.

Your Firm’s Growth Potential

Effective lead generation is the lifeblood of any growing business. It’s about more than attracting attention—it’s about building relationships that lead to long-term success. By understanding your audience, optimizing your website, creating valuable content, engaging on social media, and using the power of email and paid advertising, you can create a lead-generation strategy that drives sustainable growth.

It is a multi-faceted strategy that takes time, commitment and patience if you want measurable results.At Cajabra, we specialize in helping firms like yours develop tailored marketing strategies that turn leads into loyal clients. Ready to take your lead generation to the next level? Let’s connect today!

Social media is not just a buzzword; it's a necessary tool for businesses, including accounting firms. Understanding social media can be daunting, especially for busy professionals. This guide simplifies social media marketing for accountants, providing practical strategies to help you succeed.

Why Social Media Matters for Accountants

If you're looking to grow your accounting firm, social media should be a key part of your strategy. It’s not just about sharing updates; it’s about increasing visibility, showcasing expertise, and building trust with potential clients. When done correctly, social media helps your firm stand out and connect with your ideal clients.

Step 1: Identify Your Ideal Clients

Before getting into social media, you need to understand who your ideal clients are. Knowing their needs, challenges, and where they spend their time online will help you tailor your content effectively. Ask yourself:

• Who are our clients?
• What are their biggest pain points?
• What questions do they frequently ask?

Identifying your target audience allows you to create content that addresses their specific needs and interests, making your social media efforts more impactful.

Step 2: Choose the Right Platforms

You don’t need to be on every social media platform. Focus on the ones where your ideal clients are most active. For most accountants, LinkedIn is a must, especially if you want to reach business owners. Here’s a quick guide to help you decide:

• LinkedIn: Best for B2B interactions and showcasing professional expertise.
• Facebook: Good for community engagement and sharing updates.
• Instagram: Ideal for visual content and engaging with a younger audience.
• YouTube: Excellent for creating educational content and reaching Gen Z and Millennials who prefer video.

Remember, it’s better to excel on one or two platforms than to be mediocre on several. Choose your platforms wisely and commit to a consistent posting schedule.

Step 3: Develop a Content Strategy

Content is king, and this applies to social media as well. A well-planned content strategy will keep your audience engaged and help you achieve your business goals. Here are some types of content you can share:

• Blog Posts: Share insightful articles that address common client questions.
• Business and Tax Tips: Provide valuable advice that showcases your expertise.
• Client Testimonials: Highlight positive feedback from satisfied clients.
• FAQs: Address common queries to educate your audience.
• Updates and Events: Keep your audience informed about your firm’s activities.

Step 4: Make Your Content Visual

Visual content is more engaging and can significantly boost your social media presence. Use tools like Canva to create eye-catching graphics, infographics, and videos. Here are some ideas:

• Infographics: Summarize complex information in a visually appealing way.
• Listicles: Create quick lists that are easy to scan and share.
• Short Videos: Engage your audience with brief, informative videos.

Step 5: Inject Personality

People connect with people, not just brands. Inject some personality into your posts to make your firm more relatable. Highlight your team members, share behind-the-scenes content, and don’t be afraid to use humor occasionally. Here are some tips:

• Staff Highlights: Showcase your team members with fun facts and personal anecdotes.
• Humorous Posts: Light-hearted content can make your firm more approachable.
• Behind-the-Scenes: Give your audience a glimpse into your firm’s daily operations.

Step 6: Consistency is Key

Consistency is important for building a strong social media presence. Create a content calendar to plan and schedule your posts in advance. This will help you stay organized and ensure that you post regularly. Here’s how to get started:

1. Create a Social Media Calendar: Use a tool like Google Sheets or Excel to plot out your posts. Include columns for dates, topics, captions, images, and hashtags.
2. Batch Content Creation: Set aside time each week to create and schedule your posts.
3. Use Scheduling Tools: Tools like Buffer or Hootsuite can help you automate your posting schedule, saving you time and ensuring consistency.

Step 7: Engage with Your Audience

Social media is not a one-way street. Engage with your audience by responding to comments, asking questions, and encouraging discussions. Building relationships through social media can turn followers into loyal clients. Here’s how:

• Respond to Comments: Always reply to comments on your posts to foster a sense of community.
• Ask Questions: Encourage your audience to interact with you by asking thought-provoking questions.
• Share User-Generated Content: Showcase content created by your followers to build trust and engagement.

Step 8: Measure Your Success

To understand the impact of your social media efforts, it’s important to track and measure your results. Use analytics tools provided by the platforms and Google Analytics to monitor key metrics like engagement, reach, and website traffic. Adjust your strategy based on these insights to continuously improve your social media presence.

Your Social Media Journey Starts Here

Social media can be a powerful tool for accountants, helping you connect with your audience, showcase your expertise, and grow your business. By following these steps, you can create a successful social media strategy that drives results. Remember, the trick is to start small, stay consistent, and always engage with your audience.At Cajabra Marketing for Accountants, we specialize in helping firms like yours find their place in the world of social media. No matter if you’re new to social media or aiming to enhance your current approach, our team is ready to guide you. Reach out to us today to explore how we can help elevate your firm's growth and achieve lasting success.