Episode 33. On today’s episode, Rob Brown of the Accountants Influencers Podcast interviews Henry Waddilove of Novus on how accounting firm telemarketing creates high quality appointments.
Henry Waddilove is MD of Novus Business Connections, a leading accounting and professional service firm focused high-level telemarketing company. Their clients range from top 10 UK accountants to regional, niche boutiques. However, the objective always remains the same – to assist in growing new business opportunities in a targeted and measurable way.
Justin, Henry’s business partner and father comes with 18 years at Sales Director level from practices such as Moore Stephens, Kingston Smith to but a few as so they have real life experience on ‘the other side of the fence’.
When not working, Henry seems to be busy organising his next adventure, most recently back from a 3 week African rally, driving down to the bottom on the Sahara Dessert in a London taxi, all in the name of charity. Having had to postpone his wedding once, he feels this will be the next adventure.
Key shownotes from the whole interview include:
▶ Why an accounting firm would need to work with a telemarketing and appointment generating partner
▶ The two warning signs in accounting firms that mean external help is needed to create appointments
▶ The most common approaches accounting leaders have to work with their marketing teams
▶ The number one thing that separates the good accountants from the great ones
▶ What the best accounting firms possess that the average ones struggle with
▶ Why referrals are not always the best source of new business for accountants
▶ The challenges accountants face in generating new business opportunities
▶ The main area accounting firms and accountants haven’t evolved as much as required
▶ Where the best growth and new business opportunities lie for accountants post-covid
▶ Where accounting firms struggle with inhouse expertise and capacity to win new work
▶ The three aspects of a successful telemarketing campaign for new accounting firm leads
▶ The importance of up to date and relevant data to drive new business conversations
▶ The missing piece of pipeline management for accountants – what they often fail to do
▶ What accountants still need to do once they get in front of an interested prospect
▶ The face to face vz remote/virtual dilemma in how accountants meet with potential clients
▶ Why video meetings can increase appointment generation and closing rates for accountants
▶ The impact of only 20% of B2B buyers wanting to return to ‘in person’ sales meetings
▶ A few non-work tips to tee up a productive day and some end-of-day wind-down ideas
▶ The biggest frustration in working with accounting firms to win new business clients
▶ The most exciting changes coming up for the accounting profession in the next few years
Guestname on LinkedIn: https://www.linkedin.com/in/waddilove/
Guestname website: https://www.novus-bc.com/telemarketing-for-accountants/
NOTE TO LISTENERS:
This is a condensed highlights version of the full interview (usually 20-30 mins long), which you can catch as a bonus episode at the weekend.
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