Reach valuable prospects in your target sectors with our telemarketing for accountants service
In the past twelve months, more practices than ever before have used our telemarketing for accountants service to:
- find brand new clients,
- sell higher-valued services to new and existing customers, and
- to keep their existing clients with them.
We recommend that accountants use telemarketing once or twice a year to:
- demonstrate your ongoing value and commitment to your existing clients,
- contact prospects who have been in touch with you but to whom you’ve not sold any of your services yet,
- book appointments with lapsed clients to see if you can win their business back, and
- canvass specific businesses whose accounting needs would match your specialities (for example, targeting companies like to invest in R&D)
Agreeing commercial objectives for the campaign
Generating valuable extra revenue for our clients is one of our two main goals when we’re telemarketing for accountants.
The second main goal is securing you for just the type of work you want.
So, when you first speak with us, we’ll need to know both your commercial and revenue goals for your campaign.
In partnership with you, we’ll then create a plan to give us the best chance of delivering:
- as many prospective clients as possible with a need for the services you’ve told us you want to sell more of and
- the return on investment you’ve targeted us with.
Choosing who we contact
When the objectives for the campaign have been agreed, we then need to decide together who we’re going to contact on your behalf.
If you want our telemarketing team to call businesses with which you have no current relationship, we’re able to source the data required for the campaign from three of the UK’s leading DMA-affiliated B2B database owners we partner with.
You can choose prospects by:
- purchasing responsibilities,
- line of business,
- geographical area, and
- size (based on turnover and/or number of employees).
Once you’ve specified the companies you want us to get in touch with, we’ll come back to you normally within one working day with a full breakdown on the number of targets identified on the database.
You can then refine the list further so that we are only speaking to companies and the decision makers who you consider to be the absolute most valuable prospects.
If you wish to use our telemarketing services to contact companies already using you or which have contacted you in the past but not purchased services from you yet, please send us your database (we’re very happy to sign an NDA if required).
Prior to calling, we’ll cleanse the database to make sure that the contact details and decision maker information are correct.
The more accurate the data we’re calling from, the more productive your campaign will be.
The team working on your campaign
Now that we know which companies we’re targeting and the results you want from the campaign, we then build the team responsible for carrying out your campaign.
There are four people who will be involved:
The telemarketer – we’ll select an experienced telemarketer to work on your campaign
The scripter – in conjunction with you, a professional telesales script writer will create the script and structure your telemarketer uses on your calls including the opening, objection handling, and closing techniques
The manager – your manager trains your telemarketer on the services you’re offering, the goal of the campaign, and on the script.
They then manage the telemarketer during the campaign ensuring that the calls made on your campaign are of the very highest quality.
The reporter – you will be able to see your campaign being worked on in real time over the internet. The reporter’s job is to make sure that the reporting system is stable and accessible to you at all times.
We then book the hours during which your campaign will be conducted.
We make an hourly charge for the service and the minimum service we provide on campaigns is 40 hours.
We do not charge set up fees.
When your campaign is underway
Your manager will alert you within 30 minutes if we have spoken with a prospect who requires immediate follow-up.
As mentioned earlier, you’ll be able to track the campaign in real time over the internet.
Find out more
To speak with one of our telemarketing managers, please call us on 0330 010 3495 or you can click here to email us.
If you’re interested in finding brand new clients for your practice, please ask your account manager about our email marketing for accountants service when you call.
If you want to stay in regular touch with your clients and prospects, you should also ask for more information on our email newsletters for accountants service.
What’s behind the recent rise in the use of telemarketing for accountants
Many accountants have recently allocated greater proportions of their advertising and promotional budgets to inbound marketing.
Inbound marketing techniques (including accountant blogs, email newsletters for accountants, and social media for accountants) are proven and successful ways of delivering the types of leads and enquiries practices want over the longer term.
This type of marketing approach, often referred to as content marketing, relies on:
- prospects finding your website and social media feeds,
- appreciating and valuing the content you’ve created and uploaded,
- building trust and confidence over multiple online exposures in your practice and its services, and
- keeping you in mind for the time when they’re ready to buy a service that you offer.
It works very well but, for many practices wanting a sustained and immediate boost in revenues and client numbers, it can seem a bit passive.
Outbound marketing, like telemarketing and email marketing for accountants, is very different to inbound marketing.
Outbound marketing relies on making proactive approaches to the clients you’ve selected without waiting for them to find your website.
The vast majority of prospects we contact on your behalf by telephone will have no need for your service at that point.
We won’t be able to make an appointment for you to see them or to book them in for an event you’re hosting or attending.
There are two distinct advantages to outbound marketing however and they are:
- the opportunity to generate a much longer-term return on investment by building your own email newsletter list and
- the chance to make immediate appointments with decision makers in the market right now.
1. Building your own email newsletter list
We let each decision makers we speak to know about your practice and what you do.
We also attempt to sign them up to your email newsletter service.
These sign-ups are very important because the email newsletters you send to these decision makers will give you the chance to build up your practice’s credibility and experience in their minds over time.
It’s the beginning of a relationship – a relationship which means that your practice is much more likely to be the practice they select if they want to move accountants or they want to use one of your specialist services.
2. Find decision makers at or near the point of switching accountants
As few as one in eighty prospects we contact will have an immediate need for what you’re offering.
On average, we’ll find a company ready to switch accountants or to invest in one of the services you want to sell more of every 4-5 hours of calling.
These decision makers are ready to talk now – ready to have conversations about how you can help them.
We can either:
- make an appointment for you to see them on your behalf or
- notify you straight away that you or a colleague will need to follow up the decision maker’s interest immediately.
After your telemarketing rep has confirmed a prospect’s appointment or their attendance at your event, this is only the beginning of the process.
Statistics and experience have shown that, within an hour of booking an appointment or confirming their attendance, up to one in three prospects will experience regret for doing so.
That’s why your campaign telemarketing manager will call the prospect back to qualify that prospect’s actual level of interest.
How we ensure the highest level of engagement and readiness to proceed on each appointment
During the same phone call, we attempt to obtain permission from the prospect to add them to your email subscriber list (if you have one).
We also send out an email confirming the date, time, and location of their appointment together with an option to cancel or reschedule.
In addition, we will try to find the prospect with whom we’ve made an appointment on social media and then send them your details so that you can connect with them (together with a suggested message to send them).
Finally, on the day prior to the appointment or the event, we call them once last time to check that they are still interested and that it is convenient for them.
If there is a hesitancy in the prospect’s voice or the prospect says something which makes the manager believe that the interest is not strong, we will cancel the appointment but let you know of the conversation we’ve had.
Telemarketing for accountants – speak to our team
We’re open during office hours between Monday and Friday.
Please call us, email us, or fill out the contact form and let’s discuss how telemarketing can retain your existing client’s loyalty and unlock new billing and sign-up opportunities.
We’re available on 0330 010 3495 or you can email our marketing for accountants team by clicking here.
We’re based in North Shields town centre if you want to come and visit us. There’s lots of free parking outside and we’re only three minutes’ walk away from North Shields Metro station.