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WESTERN CPE BLOG

Providing the latest tax news, information, and updates for tax and finance professionals

How to Get Your First Client as a CPA

Starting from the Ground Up

So, you’ve started your journey as a new CPA. You’re a new force in the market ready to build your client base, but the proposition of finding your first client can be daunting. Where to begin? Networking? SEO? Do I need to build a website from scratch? Calm down. We’ll walk you through it. Whether you’re fresh out of certification or transitioning from a larger firm to start your own practice, this guide will show you how to get accounting clients. Follow these practical guidelines to ensure that you not only get your first client, but that they are the right client for you — and the first of many.

Leverage Your Existing Relationships

When it comes to how to get tax clients, especially your first client, your best resource is your immediate network. Reach out to family, friends, former colleagues, and classmates. The simplest foot in the door can be a relationship that you’ve already fostered. Give yourself the tools to reach out in a professional manner. Create an email template that you can personalize for each contact, follow up with phone calls, and schedule one-on-one meetings. You are the arbiter of the contacts that you leverage. This is a self-promotion effort at the ground level, letting people know about your new business venture. Share your story, explain your services, and communicate your passion for helping businesses and individuals with their financial needs. Set manageable goals based on your schedule to connect with your immediate network. That can be one existing contact and one new person each day. Maintain momentum in your networking efforts and you’re sure to find a client looking for the services you offer.

Know What You’re Offering

Take some time for introspection when you’re trying to find that first client. What can you offer them that others might not? How do you stand out? Instead of trying to be everything to everyone, evaluate your skill set, or your industry background. Do you have a more insight into estate planning? Perhaps, you’ve got prior experience in accounting for a specific industry, like hospitality? These are all valuable attributes that you possess. Outline your offerings, their benefits, and who your target clients are. It’s not just about getting your first client, it’s about finding the client that fits your business model, one that you can effectively service. Don’t be afraid of offering some services for free to drum up client interest. Adding complementary services, such as initial consultations or basic financial reviews, is an excellent way to engage with potential clients. Document your service delivery processes to ensure consistency and efficiency from the start. Most importantly, if you are offering free services, do the right thing for the client. This may mean referring them to another accounting service provider. Positive relationship building, even outside of immediate business partnership, can earn you a greater reputation in the industry. Word of mouth still counts, when a positive experience reinforces those words. Professionalism is still an admirable quality.

Making a Name for Yourself in the Digital Age

Social media is one of the easiest ways to farm engagement in marketing your services to potential clients. Establishing your professional presence is crucial. Start by optimizing your LinkedIn profile using industry-specific keywords and regularly sharing relevant content. Think of this as an avenue for showcasing your expertise and your personality to get accounting clients. Creating a website can seem like a daunting task but they are essential for clients who may need to research your services. Luckily there are easy to use website platforms like WordPress or Squarespace that come with accessible templates. Having a front-facing website for potential clients goes a long way in showcasing the services that you offer, reinforcing your social media efforts. Investing in a website enhances your options for addressing common questions and concerns for your target audience. Just remember that putting yourself out there, showcasing your strengths, and making yourself accessible in the digital landscape is essential for how potential clients can interact with you and your brand.

Network Strategically and Consistently

Let’s think about branching out from here. With the immediate network covered, digital presence, and an understanding of your services and client target, where can you branch out next? Network expansion. Take your networking to the next level with strategic relationship building. Since you’ve already established your ideal client creating a targeted list of local business organizations, professional associations, and industry groups where your potential clients and referral partners gather is a good move when thinking about how to get accounting clients. Try establishing a relationship with 2-3 organizations that serve your target client. This is the perfect realm for practicing your pitch to prospective clients and that clearly communicates how you solve specific problem. Don’t be afraid to reach out to other firms to generate leads. Not all clients are ideal fits for firms, and it isn’t uncommon for firms to fire their clients. Having a good relationship with other firms can net you the referral that you’re looking for to get that first client on board.

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Build Strategic Partnerships

Making connections is key to acquiring your first client. Sometimes, that means getting creative with who you’re connecting with. Professionals who serve similar client bases but don’t compete directly with you. Approach these potential connections with a sincerity for wanting to assist in their respective industry. Simply seeking referrals won’t cut it. Take time to understand their business challenges and look for ways to help them first. Leverage your expertise and the types of clients you want to serve. Don’t be afraid to share your knowledge to the development trust in the relationship. You are an expert. Make them more likely to think of you when clients in the industry you are targeting need accounting services. These kinds of connection are symbiotic – be prepared to refer business back to them when appropriate. These professional relationships can become a foundation not just for finding your first client, but for building a sustainable practice.

Forward, to the Future

Leveraging your connections and fostering new relationships is essential for establishing yourself for potential clients. Knowing where you stand in the market with the skills and services you offer will go a long way to landing your target client. Not every networking event will lead to a client, and not every conversation will result in business, but professionalism and persistence will pay off. Stay focused, be patient and personable, and remember that every successful CPA practice started exactly where you are now – looking for that first client.

For more on how to get new accounting clients as a CPA into the future, check our previous post “Insider Strategies to Get More Accounting Clients”.