Traditionally, accountants have found new clients with a strong referral network — a business tactic that isn’t going anywhere any time soon. But that doesn’t mean you shouldn’t update the way you build your network.
This is where technology comes in. With the help of some simple digital tools, you can build your referral network like never before. In this article, we explore how.
Referral management software
Referral management software is specifically designed to help businesses manage their referral network by helping them track referrals, assign sources and monitor progression.
It works by automating the referral process, making it easier for accountants to manage and track their referrals. For instance, when a potential client generates a referral request with the software, your systems will automatically notify the appropriate staff member within the firm, helping them stay up to date with all the requests they have to chase.
Customer relationship management (CRM) software
CRM software can also be useful for accountants looking to manage their referral network more effectively by making it simpler to track client information, including referral sources.
By tracking your clients’ referral sources, you can use that information to tailor your marketing efforts, such as your email marketing campaigns.
Don’t underestimate the importance of social media platforms such as LinkedIn, Twitter and Facebook when it comes to building and maintaining a referral network.
After all, social media is like a digital city, with different groups of people hanging out in different places. All you have to do is find the group or threads they congregate in and start posting there.
Of course, you can also directly connect with other accountants, financial planners and business owners and get talking with them privately.
You can also share articles and blog posts on your page that provide valuable insights. This is something a lot of accounting firms do as a way to position themselves as ‘thought leaders’ in their industry and attract new clients.
Online reviews are another great way to build a referral network, as positive scores and comments about your business can help build trust with potential clients. The more someone trusts you, the more likely they are to part with their cash in exchange for your services.
You can encourage your clients to leave reviews by providing an excellent service and making the review process as easy as possible. For instance, you can send a follow-up email after completing a job with a link to your Google My Business page, making it easier for clients to leave a review.
Software is extremely useful when it comes to helping firms manage their referral network. Get in touch to find out how our practice management software can help you.