wanted to share this with you. Just finished a project after several
requests, on how to attract a certain niche accounting client. Don't know if
you are interested but here it is.
What makes a great accounting client? The business owner's need & ability to
pay for monthly accounting services for their business (or businesses)? That
they'll use or buy other services from you (investments, payroll,
insurance)? That they refer other business owners to you?
Dentists and their practices can be a great monthly accounting client
as they tend to fit the above criteria. They average over $1 million in
collections & have longevity as a business model - most practices will last
30 years or more.
However they are a tough client to acquire. Why? Dentists are 1) not
easily reachable by phone or in person as they are usually tied up with
patients and 2) shielded by their staff because they know people 'want their
But with the right approach & good marketing, over time they can become
clients. How do I know? I used to work across the street from a CPA who
focused on dentists as clients attracting over 700 of them. At the
time this company (my client), was a commercial finance company who
documented & packaged loans (refinancing dental practice acquisition loans)
for this CPA.
The other part of the CPAs relationship with the dentists was they, the
dentists, also invested financial assets with the CPA (also a CFP) to
the tune of $900 million AUM. These numbers are from 2011 so today
the clients #s are probably higher and AUM probably is close to if not over
$1 billion. You can do the math on 700 accounting clients and fees on $900
million AUM. (Note: even if you don't sell financial
services yourself, I'll show you how you can still use this marketing
approach to attract dentists.)
If dentists & this type of client is of interest to you, I've put together a
marketing program I can customize for you that you can use to go
after local dentists. The program includes:
- why most dentists need more than simple monthly accounting services
- my 'insider' overview on how this CPA works with dentists
- the different services he provides for them & makes $ on
- a Lead Generation tool (free report) you can use for advertising
- a Presentation (Powerpoint) to build your authority
- Direct Mail pieces for advertising to dentist
- 10 ways you can approach dentists with your marketing
- hosted private webinar that's recorded for ongoing marketing
If you're one of the people that's asked me for a 'dental marketing program.
I thank you for your patience. It's taken a lot of time to put this together
AND you can adapt it for other doctors & medical businesses, if you
want to go after those types of businesses too.
As I'm still putting the finishing touches on parts of the program,
just keep this information in mind and look for
a follow up email from me with more details on how to get started
marketing to dentists.
I'll either host a live webinar or pre-record one so you can get all the
information & materials I mentioned and get started.
Thanks & talk soon. Jeff