If you’re an accountant wondering how to get accounting clients, you’re in the right place! Whether you’re just starting out or looking to grow your practice, the process can feel daunting.
But there’s good news—it doesn’t have to be that hard. In fact, Drake Vant Hal of Performance Financial managed to grow his firm to 350 clients and seven employees in just a few years.
How did he do it? Part of his success was working with Accountant Marketing Company Feedbackwrench (that's us), but he did so much more than just turn on ads and build a website.
Let’s dive into some proven strategies he used, along with a few extra tips that can help you get accounting clients quickly and sustainably.
If you want to know how to get accounting clients without spinning your wheels, start by finding your niche. Check out this article about the best accounting niches.
Trying to appeal to every type of business is a common mistake. Drake found his success by focusing on a specific industry—pressure washing businesses. Now, he’s known as the go-to CPA for many service-based companies. It’s the power of niching down.
When you specialize, you’re able to tailor your services to meet the unique needs of that market. Think about it: would a construction company owner prefer a general accountant or one who specializes in construction? The answer is easy. The more specific your services are, the easier it will be to market them effectively. You’ll also stand out from your competitors, which is key when you're figuring out how to get accounting clients in a crowded market.
Performance Financial has grown to focus on many different industry. niches, such as being a CPA for Epoxy Garage Floor Companies, CPA & Accountant for Contractors, Bookkeeping for Pressure Washing Businesses and tax accountant for marketing agencies.
Pro Tip: You don’t have to choose a niche right away, but start paying attention to the industries you enjoy working with or have experience in. From there, tailor your marketing to speak directly to that audience.
Here’s another nugget from Drake: being active in online communities can skyrocket your client base. Drake jumped into Facebook groups filled with small business owners, where he shared free advice and tips without immediately pushing his services. This created a lot of goodwill, and eventually, people started reaching out to him for paid help.
Today, social media groups, LinkedIn, Reddit, and even industry-specific forums can be goldmines for getting accounting clients. The key here is to provide value. Don’t jump in and say, “Hey, I’m an accountant—hire me!” Instead, share useful insights, answer questions, and offer free advice. People appreciate genuine help, and this can often lead to inquiries about your services.
Pro Tip: Consistency is crucial. Make a habit of posting or commenting in your target audience’s communities daily or weekly. The more you’re seen offering value, the more people will associate you with being an expert.
One of the fastest ways to get accounting clients is by creating referral relationships. Drake’s breakthrough came when a business coach, Mike Wingard, reached out and invited him to work with a group of pressure washing businesses. Even though Drake didn’t get paid for this initial work, it gave him direct access to dozens of potential clients. That’s a big win!
Partnerships like these are pure gold because they offer a steady stream of referrals from someone your potential clients already trust. Coaches, consultants, and other service providers who work with small businesses are great people to network with. They can introduce you to clients you might never have reached otherwise.
Pro Tip: If you want to build a referral network, start by reaching out to business coaches, marketing consultants, or even financial advisors. Offer them a way to collaborate—maybe by sharing clients or providing a complimentary service to their clients.
First off, it's important to remember that Drake & His SEO company, targeted many locations with ads and SEO, such as trying to stand out as a CPA near Omaha Nebraska,
Thanks to modern technology, you don’t have to rely solely on local clients. Drake’s clients weren’t just from Iowa, where he’s based—they came from all over the United States. By embracing virtual tools like Zoom, QuickBooks Online, and other cloud-based accounting solutions, you can offer your services nationwide.
The beauty of working remotely is that it opens you up to a much larger pool of potential clients. You don’t have to compete with other accountants in your immediate area. Plus, many business owners prefer working with accountants virtually because it’s more convenient for them.
Pro Tip: Use your website and marketing materials to emphasize that you can serve clients remotely. Consider adding a phrase like, "We offer remote accounting services to small businesses across the U.S." This helps optimize your site for those searching how to get accounting clients remotely.
Certain industries tend to thrive during economic downturns or disruptions. During the pandemic, Drake’s client base grew significantly because laid-off workers started pressure washing businesses. These new entrepreneurs needed accounting help, and Drake was in the right place at the right time.
When figuring out how to get accounting clients, think about which industries are currently growing. For example, home services, digital marketing agencies, and e-commerce businesses have seen significant growth in recent years. Align yourself with industries that are expanding, and you’ll have a steady stream of clients needing your services.
Pro Tip: Research industries that are hiring or growing and see if you can create a specific service package tailored to them. Position yourself as the expert accountant for that industry, and you’ll stand out from the competition.
People hire accountants because they want problems solved. Drake’s firm gained a lot of early clients by helping business owners with PPP loans during the pandemic. He provided immediate value by helping them secure funding quickly—and in doing so, earned their trust and long-term business.
To get accounting clients, look for ways to deliver fast results. Whether it’s a free consultation, helping with taxes, or solving cash flow issues, giving people something tangible will make them more likely to become paying clients.
Pro Tip: Offer a free service, such as a quick audit of their finances or a 30-minute consultation. These low-risk offers make it easy for people to see your expertise firsthand, increasing the likelihood they’ll hire you for ongoing work.
Lastly, Drake didn’t just rely on online communities or referral networks—he also started speaking at industry events. This gave him exposure to potential clients and boosted his authority within his niche.
Public speaking isn’t for everyone, but it’s a fantastic way to showcase your expertise and attract new clients. If you’re not ready to speak at conferences, consider hosting a webinar or participating in a panel discussion. The goal is to get your name out there and be seen as an expert.
Specializing in a specific industry, like construction or freelancers, helps you stand out from the competition and attract clients who need tailored services.
Join Facebook, LinkedIn, or industry forums where business owners are active. Answer questions, offer advice, and position yourself as an expert to build credibility and trust.
Partner with business coaches, consultants, or financial advisors who serve similar clients. This can create a steady stream of referrals from trusted sources.
Provide a 30-minute free consultation or financial audit to potential clients. This gives them a taste of your expertise and increases the likelihood they’ll hire you for ongoing services.
Showcase testimonials from satisfied clients on your website and social media. Seeing that others trust you helps build credibility and encourages new clients to reach out.
Local business networking events, both in-person and virtual, can help you connect with potential clients and referral partners in your area.
Make sure your website includes location-specific keywords like "accounting services near [your city]" to attract local clients searching online.
Write blog posts or make videos that address common financial issues for your niche market. Content marketing helps potential clients find you when they’re searching for solutions.
Tailor your accounting services to specific industries, offering specialized packages that address their unique needs, like tax planning for real estate investors or bookkeeping for e-commerce businesses.
Use LinkedIn to connect with business owners and decision-makers. Share valuable content, send personalized connection requests, and join relevant groups to build your network.
Claim and optimize your Google My Business profile to appear in local search results. Encourage clients to leave reviews, which will help boost your visibility.
Position yourself as an expert by speaking at conferences, webinars, or local business events. Sharing your knowledge in front of an audience builds authority and attracts clients.
Invest in targeted ads on Google or Facebook to reach specific audiences. This can be especially effective for promoting specialized services or attracting local clients.
Business networking organizations like BNI or your local Chamber of Commerce can connect you with other professionals and potential clients, helping you build strong local relationships.
Help potential clients solve immediate problems, like tax issues or cash flow problems. Delivering quick wins builds trust and shows clients why they should work with you long-term.
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