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How to Start an Accounting Firm: Great vs. Good Accounting Clients - bookkeeping & tax firm

Published on: December 6 2022 by FeedbackWrench

How to Start an Accounting Firm: Great vs. Good Accounting Clients - bookkeeping & tax firm

How to Start an Accounting Firm: Great vs. Good Accounting Clients - bookkeeping & tax firm

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00:00:00 00:00:03 hey everybody my name is rob satram and
00:00:02 00:00:04 i own feedback grant to a digital
00:00:03 00:00:06 marketing company that helps small
00:00:04 00:00:08 businesses fill their sales funnel with
00:00:06 00:00:10 websites paid ads social media and
00:00:08 00:00:11 search engine optimization today i want
00:00:10 00:00:12 to tok to my accountants and
00:00:11 00:00:14 bookkeepers you know
00:00:12 00:00:16 i kind of got three groups of customers
00:00:14 00:00:17 i've got home services companies
00:00:16 00:00:19 construction companies then i got a
00:00:17 00:00:21 whole ton of accountant companies or
00:00:19 00:00:23 accountants bookkeepers tax firms and
00:00:21 00:00:24 that's because before i started feedback
00:00:23 00:00:26 wrench i actually had my own tax and
00:00:24 00:00:28 accounting firm and boy it was a little
00:00:26 00:00:29 bit different than your typical one i
00:00:28 00:00:31 call it the outsourced accountant model
00:00:29 00:00:32 and long story short today's video what
00:00:31 00:00:34 i want to do is i want to tok to those
00:00:32 00:00:36 of you that are looking to do your own
00:00:34 00:00:38 tax and accounting firm or maybe you
00:00:36 00:00:39 currently own a tax and accounting firm
00:00:38 00:00:42 and i want to tok about how it is that
00:00:39 00:00:44 you need to tap in to get customers
00:00:42 00:00:45 right here and right now but also how do
00:00:44 00:00:47 you tap in to make sure that the
00:00:45 00:00:48 customers you get are not just your
00:00:47 00:00:50 typical
00:00:48 00:00:53 cpa firm or your typical
00:00:50 00:00:56 tax only um
00:00:53 00:00:57 people or tax only customers and that's
00:00:56 00:00:59 probably the biggest thing that i want
00:00:57 00:01:01 to address real quick so again my name
00:00:59 00:01:03 is rob if you go to feedbackrench.com we
00:01:01 00:01:05 have a cool small business here in in
00:01:03 00:01:07 minneapolis i mean we're cool because i
00:01:05 00:01:08 say we're cool but um
00:01:07 00:01:10 long story short it's my wife we've got
00:01:08 00:01:12 buyer in our full-time video guy we got
00:01:10 00:01:14 daniel and a couple other web designers
00:01:12 00:01:15 and long story short what we do is we
00:01:14 00:01:18 create excellent websites in fact i'll
00:01:15 00:01:20 just jump right down here what we do is
00:01:18 00:01:22 we do strategy and messaging to help you
00:01:20 00:01:23 identify how do you actually get more
00:01:22 00:01:26 customers and keep your sales funnel
00:01:23 00:01:28 full um we build custom websites we do
00:01:26 00:01:30 paid ads and lead generation we do
00:01:28 00:01:31 marketing funnels and sales funnels and
00:01:30 00:01:33 then we help with search engine
00:01:31 00:01:35 optimization we also do photography and
00:01:33 00:01:37 videography and in this what i want to
00:01:35 00:01:38 tok about is most of you are in this
00:01:37 00:01:41 position where you've probably been
00:01:38 00:01:43 listening to whether it's core v or
00:01:41 00:01:45 you've been listening to rob satram on
00:01:43 00:01:48 feedback wrench here and hearing about
00:01:45 00:01:50 this idea that tax planning and more of
00:01:48 00:01:52 an outsourced accountant model where you
00:01:50 00:01:54 add a ton more value than a tax return
00:01:52 00:01:56 is really important and i think that is
00:01:54 00:01:59 because it's important to your customers
00:01:56 00:02:01 because they deserve real good quality
00:01:59 00:02:03 guidance instead of just this year-end
00:02:01 00:02:06 thing and and the typical accountant if
00:02:03 00:02:08 you remember has to build up so many tax
00:02:06 00:02:10 returns in their own business that
00:02:08 00:02:12 they're too busy to actually analyze and
00:02:10 00:02:14 provide good guidance and advisory
00:02:12 00:02:16 services to their small businesses
00:02:14 00:02:18 helping them save money the three value
00:02:16 00:02:19 propositions that i tok about is help
00:02:18 00:02:21 them save taxes and build tax efficient
00:02:19 00:02:23 wealth number two help them save time by
00:02:21 00:02:25 being their staff
00:02:23 00:02:26 alternative being a staff accountant and
00:02:25 00:02:28 when i say that i mean rather than
00:02:26 00:02:30 hiring patty part timer for you know
00:02:28 00:02:33 eight hours a week one day a week maybe
00:02:30 00:02:35 they come in that's 25 30 an hour and
00:02:33 00:02:38 this economy is probably 50 an hour um
00:02:35 00:02:39 you can you can charge fifteen to thirty
00:02:38 00:02:41 five hundred dollars a month would be a
00:02:39 00:02:43 great alternative rather than them
00:02:41 00:02:44 hiring staff that they have to lead and
00:02:43 00:02:46 develop
00:02:44 00:02:48 and then the last one is to help them
00:02:46 00:02:49 stay compliant and help them mitigate
00:02:48 00:02:51 risk those are the three value
00:02:49 00:02:53 propositions that underlying just about
00:02:51 00:02:54 everything that you do is going to be
00:02:53 00:02:56 there but what i want to tok about real
00:02:54 00:02:58 quick is that
00:02:56 00:03:00 most business owners don't care about
00:02:58 00:03:02 that right away they don't care about
00:03:00 00:03:04 that and what i've been notiking is as
00:03:02 00:03:05 we build websites here again we do
00:03:04 00:03:07 strategy and messaging i'm going to be
00:03:05 00:03:09 hitting on some strategy here and we
00:03:07 00:03:11 build websites and and we help
00:03:09 00:03:12 accountants fill their sales funnel so
00:03:11 00:03:14 much of what you're hearing from corvy
00:03:12 00:03:16 and and group even my course we have a
00:03:14 00:03:18 500 paid course that shows you how to be
00:03:16 00:03:20 this outsourced account model how to do
00:03:18 00:03:22 great sales how to land good monthly
00:03:20 00:03:24 retainer clients
00:03:22 00:03:26 you can get led to this idea that you
00:03:24 00:03:28 don't want to tok to people for taxes
00:03:26 00:03:30 and that's not the case and so what i
00:03:28 00:03:31 want to tok about is just to remind you
00:03:30 00:03:33 real quick about what it is that we're
00:03:31 00:03:35 trying to do when it comes to your
00:03:33 00:03:37 digital marketing here okay so right off
00:03:35 00:03:39 the bat what i want to let you know that
00:03:37 00:03:42 there's kind of two primary things that
00:03:39 00:03:44 we do here at feedback range number one
00:03:42 00:03:46 we build a high converting website the
00:03:44 00:03:48 idea here is to build a better mouse
00:03:46 00:03:50 trap if people are going to come to your
00:03:48 00:03:52 website dot got it it needs to actually
00:03:50 00:03:54 spring and cause people to take a step
00:03:52 00:03:57 with you and then the second thing that
00:03:54 00:03:59 we do is we generate traffic and market
00:03:57 00:04:00 share and it's kind of like buying seed
00:03:59 00:04:02 for your farm once you've actually built
00:04:00 00:04:04 your your field and you've got your
00:04:02 00:04:06 tractors you've got your infrastructure
00:04:04 00:04:09 your crm you've got your staff you've
00:04:06 00:04:10 got yourself set up to actually get or
00:04:09 00:04:12 close clients now you need to buy the
00:04:10 00:04:14 seed and invest in that way so as we
00:04:12 00:04:15 move down those are kind of the two
00:04:14 00:04:17 generic things that we do the top level
00:04:15 00:04:19 things
00:04:17 00:04:22 what i want you to think of is that
00:04:19 00:04:24 health sales is like a relationship
00:04:22 00:04:26 right and you need to embrace this idea
00:04:24 00:04:29 that the best sales are going to come
00:04:26 00:04:32 through a healthy pacing and a healthy
00:04:29 00:04:34 process for the sale right just like a
00:04:32 00:04:36 healthy relationship wouldn't come about
00:04:34 00:04:38 whereas if i was trying to meet my wife
00:04:36 00:04:40 heather over here and i wanted to get
00:04:38 00:04:41 married right i wouldn't run around and
00:04:40 00:04:43 try and find somebody that i think is
00:04:41 00:04:45 attractive that seems like have their
00:04:43 00:04:47 head screwed on right and just go up to
00:04:45 00:04:48 them and propose marriage right away
00:04:47 00:04:50 right no
00:04:48 00:04:53 there's a healthy pacing there's a you
00:04:50 00:04:55 know probably an initial um see each
00:04:53 00:04:57 other all right they check the boxes
00:04:55 00:04:58 where i find them attractive they seem
00:04:57 00:04:59 like a nice person i want to get to know
00:04:58 00:05:01 them a little bit more then you would
00:04:59 00:05:04 exchange digits and there would be a
00:05:01 00:05:06 process a first second third 10th 100th
00:05:04 00:05:08 date there'd be a proposal there'd be a
00:05:06 00:05:10 marriage and there'd be healthy
00:05:08 00:05:13 pacing to your sale and or to your
00:05:10 00:05:14 relationship and in the same way a good
00:05:13 00:05:16 sale
00:05:14 00:05:17 doesn't come from just these knee jerk i
00:05:16 00:05:20 just need a solution they walk up in
00:05:17 00:05:21 fact most sales that just fall in your
00:05:20 00:05:23 lap like that are bad and they don't
00:05:21 00:05:25 work so what i want to tok about is a
00:05:23 00:05:27 little bit of what that looks like so
00:05:25 00:05:29 the first thing is to remember that
00:05:27 00:05:30 i believe that there's three stages and
00:05:29 00:05:32 this is from donald miller's marketing
00:05:30 00:05:34 made simple book which is probably the
00:05:32 00:05:36 best book that you could possibly read
00:05:34 00:05:38 about how to
00:05:36 00:05:39 have the proper strategy and messaging
00:05:38 00:05:41 to cause people to want to take a step
00:05:39 00:05:43 with you so the first stage that people
00:05:41 00:05:45 go through is this curiosity stage then
00:05:43 00:05:47 you have enlightenment and then you have
00:05:45 00:05:50 commitment right and the idea here is
00:05:47 00:05:51 during the curiosity stage
00:05:50 00:05:54 you're trying to pique their curiosity
00:05:51 00:05:56 about how you make their life better
00:05:54 00:05:59 throughout the sales interaction you
00:05:56 00:06:00 serve as a guide you are yoda and the
00:05:59 00:06:02 customer is the hero in the story
00:06:00 00:06:04 they're like luke skywalker and really
00:06:02 00:06:05 what you're trying to identify is that
00:06:04 00:06:07 you know
00:06:05 00:06:09 a better solution for them in the future
00:06:07 00:06:11 you have a vision where they don't mess
00:06:09 00:06:12 around in quickbooks they don't cause
00:06:11 00:06:14 their quickbooks to be broken and
00:06:12 00:06:16 they're accounting to suck they don't
00:06:14 00:06:18 really have this lost
00:06:16 00:06:20 position when it comes to financials
00:06:18 00:06:22 there can be a future where they pay
00:06:20 00:06:23 less in taxes you can mitigate their
00:06:22 00:06:25 risk for them they don't waste time they
00:06:23 00:06:26 have better financials and they can
00:06:25 00:06:29 scale their business you have a future
00:06:26 00:06:30 for them right it's just like in star
00:06:29 00:06:32 wars which i'm not a huge star wars geek
00:06:30 00:06:34 i kind of like it but
00:06:32 00:06:38 luke skywalker is found by yoda on
00:06:34 00:06:40 yoda's planet and here luke his um his
00:06:38 00:06:42 starcraft is crashed into the mud he's
00:06:40 00:06:44 stuck he doesn't know about his father
00:06:42 00:06:46 the rebellion is being crushed there's
00:06:44 00:06:48 all these things you know internal
00:06:46 00:06:51 external uh big and small going around
00:06:48 00:06:53 and yoda comes along is like the force
00:06:51 00:06:56 away have i you to achieve goodness and
00:06:53 00:06:58 greatness right and the idea is is that
00:06:56 00:07:01 you are yoda you're going to help them
00:06:58 00:07:03 achieve this better future but the it
00:07:01 00:07:05 all starts with this idea of you have to
00:07:03 00:07:08 peak their curiosity about how you make
00:07:05 00:07:09 their life better and that's done
00:07:08 00:07:11 through things on your website it's done
00:07:09 00:07:15 through things on advertising and the
00:07:11 00:07:17 idea is is that it can't be about you
00:07:15 00:07:20 your messaging needs to be about them it
00:07:17 00:07:21 has to tok to their needs their felt
00:07:20 00:07:24 needs and you need to clearly and
00:07:21 00:07:26 concisely communicate that yep we do
00:07:24 00:07:29 this service in fact here's the major
00:07:26 00:07:30 need that we hit off and uh and that so
00:07:29 00:07:32 you pique their curiosity then what
00:07:30 00:07:34 happens is they'll lean in a little bit
00:07:32 00:07:35 to find out how you make their life
00:07:34 00:07:37 better they're gonna find out how is it
00:07:35 00:07:39 that you do this so sure you make this
00:07:37 00:07:40 claim where you can help me save in
00:07:39 00:07:42 taxes where you can be a better
00:07:40 00:07:44 alternative to me hiring patty part
00:07:42 00:07:47 timer and you can help me make sure that
00:07:44 00:07:49 i don't have you know irs um explosions
00:07:47 00:07:51 happen in my life but they're gonna lean
00:07:49 00:07:54 in and do their due diligence right and
00:07:51 00:07:56 the idea is is that your website
00:07:54 00:07:58 has this empathy and authority on it
00:07:56 00:08:00 this empathy that shows that you
00:07:58 00:08:03 understand truly the plight that they're
00:08:00 00:08:04 facing and this authority that shows
00:08:03 00:08:06 that you've done this before that you
00:08:04 00:08:08 understand how to guide them through
00:08:06 00:08:10 this process and you are a predictable
00:08:08 00:08:12 good solution to get them through right
00:08:10 00:08:14 when you have that going um they're
00:08:12 00:08:16 going to lean in to be enlightened as to
00:08:14 00:08:17 how you work to actually achieve these
00:08:16 00:08:19 results and that's the second stage and
00:08:17 00:08:21 then the third stage is commitment you
00:08:19 00:08:23 know the thing that we always forget is
00:08:21 00:08:26 that everything
00:08:23 00:08:27 in sales where the customer takes a step
00:08:26 00:08:29 whether it's giving you their email
00:08:27 00:08:32 giving you a call asking for you know
00:08:29 00:08:34 scheduling a consultation it costs them
00:08:32 00:08:35 it costs them dearly so the idea is is
00:08:34 00:08:37 you need to remember that you need to
00:08:35 00:08:39 have a clear call to action you need to
00:08:37 00:08:41 ask them for a primary and probably a
00:08:39 00:08:43 transitional commitment and the
00:08:41 00:08:44 transitional commitments come in a
00:08:43 00:08:46 little bit so i just want to remind you
00:08:44 00:08:48 folks that that's the number one thing
00:08:46 00:08:51 that we're doing right
00:08:48 00:08:53 after that what we want to tok about is
00:08:51 00:08:55 that a natural progression or a healthy
00:08:53 00:08:57 stage in a relationship you know it has
00:08:55 00:08:59 a first meeting and that's like somebody
00:08:57 00:09:01 coming and seeing your website there are
00:08:59 00:09:02 lots of dates as they start to you know
00:09:01 00:09:04 trust you a little bit more there's a
00:09:02 00:09:06 proposal eventually and that could be
00:09:04 00:09:07 like scheduling a consultation with you
00:09:06 00:09:09 and then there's a marriage right so
00:09:07 00:09:12 there's a healthy pacing to that whole
00:09:09 00:09:13 thing um as we tok about how that looks
00:09:12 00:09:16 in digital marketing what you're trying
00:09:13 00:09:18 to do is lead them from being a stranger
00:09:16 00:09:20 to a visitor on your on your digital
00:09:18 00:09:23 marketing to becoming a lead to
00:09:20 00:09:25 eventually becoming a customer right and
00:09:23 00:09:27 here's what it's really looking like is
00:09:25 00:09:29 you want to use ads and content
00:09:27 00:09:31 having a marketing funnel a sales funnel
00:09:29 00:09:33 and an onboarding process to actually
00:09:31 00:09:35 move them from stranger to customer and
00:09:33 00:09:37 that's what we're trying to do but what
00:09:35 00:09:40 i want to hit on here is
00:09:37 00:09:42 this idea of what is it that's going to
00:09:40 00:09:44 cause folks to take a step with you
00:09:42 00:09:46 right now so as a tax and accounting
00:09:44 00:09:48 professional what i want you to know is
00:09:46 00:09:50 that um in fact let's just hit on it
00:09:48 00:09:53 real quick here there are certain things
00:09:50 00:09:54 that work really well
00:09:53 00:09:55 in marketing and i just want to cut
00:09:54 00:09:57 through the clutter here because right
00:09:55 00:09:59 now tax season is approaching and
00:09:57 00:10:00 there's some really important stuff
00:09:59 00:10:03 number one the core strategy that's
00:10:00 00:10:06 going to work best for you to get more
00:10:03 00:10:08 customers is to utilize paid search
00:10:06 00:10:11 advertising on google ads and bing ads
00:10:08 00:10:13 with remarketing and nurturing so the
00:10:11 00:10:14 idea is when they first
00:10:13 00:10:16 search something if they're going to
00:10:14 00:10:18 search cpa near me tax accounting near
00:10:16 00:10:20 me bookkeepers near me bookkeeping
00:10:18 00:10:23 services um you know business taxes
00:10:20 00:10:25 business account and tax accountant near
00:10:23 00:10:26 me doggone it you need to pop up and
00:10:25 00:10:28 i'll get into not only do you need to
00:10:26 00:10:29 pop up but you need to realize that you
00:10:28 00:10:30 have a local
00:10:29 00:10:32 search
00:10:30 00:10:33 cheating function that allows you to pop
00:10:32 00:10:35 up in front of the big national firms
00:10:33 00:10:37 you have google my business google my
00:10:35 00:10:39 business with lots of reviews and being
00:10:37 00:10:42 optimized google my business with your
00:10:39 00:10:45 website together are what google uses to
00:10:42 00:10:46 decide who should i serve up to this
00:10:45 00:10:48 customer in this local area and you need
00:10:46 00:10:50 to tap into that the second thing is is
00:10:48 00:10:51 remarketing so remarketing is basically
00:10:50 00:10:53 saying
00:10:51 00:10:55 let's take all the people that have
00:10:53 00:10:57 either clicked on an ad or been to your
00:10:55 00:10:59 website and they're somewhat familiar
00:10:57 00:11:01 with you already and now let's make an
00:10:59 00:11:05 audience of them on google
00:11:01 00:11:07 youtube facebook instagram linkedin and
00:11:05 00:11:09 even tiktok and now let's serve up
00:11:07 00:11:10 advertising to that small group of
00:11:09 00:11:13 people that have already been touched by
00:11:10 00:11:16 you um by some sort of advertising and
00:11:13 00:11:18 let's work to get eight to 30 touches of
00:11:16 00:11:20 your value proposition in front of them
00:11:18 00:11:22 right and that remarketing the idea is
00:11:20 00:11:24 the first step they come to you with
00:11:22 00:11:26 paid search
00:11:24 00:11:28 the second step you come to them right
00:11:26 00:11:30 because quite frankly usually what
00:11:28 00:11:32 happens is that people are going to you
00:11:30 00:11:34 know feel all sorts of like they're
00:11:32 00:11:36 going to feel that need to take a step
00:11:34 00:11:37 to solve their problem they jump on the
00:11:36 00:11:39 computer they look at three or four
00:11:37 00:11:41 different websites and then they'll come
00:11:39 00:11:43 back to it right even a high converting
00:11:41 00:11:45 website maybe has a five to ten percent
00:11:43 00:11:46 conversion rate maybe there's some out
00:11:45 00:11:47 there that are way higher but generally
00:11:46 00:11:49 speaking ninety percent of the people
00:11:47 00:11:51 don't actually take a step so you wanna
00:11:49 00:11:52 come to them
00:11:51 00:11:55 on the second stage right so that's the
00:11:52 00:11:57 core thing i want you to focus on in tax
00:11:55 00:11:58 season here's what i need you to know is
00:11:57 00:12:00 that
00:11:58 00:12:01 there's this muddled messaging that
00:12:00 00:12:03 occurs
00:12:01 00:12:05 because of our um
00:12:03 00:12:07 our attempt to try and get people to see
00:12:05 00:12:10 a deeper value proposition from their
00:12:07 00:12:12 accountant because we try to be about
00:12:10 00:12:14 saving in taxes and tax planning because
00:12:12 00:12:16 we try and be this outsourced accountant
00:12:14 00:12:18 and because we're trying to keep them
00:12:16 00:12:20 compliant and be a cfo and do all of
00:12:18 00:12:22 these things for them we forget that
00:12:20 00:12:24 that's not what it takes a mature
00:12:22 00:12:27 business owner for them to tune into
00:12:24 00:12:30 those problems they usually don't think
00:12:27 00:12:32 that way they usually don't have a felt
00:12:30 00:12:35 need that they need that so you need to
00:12:32 00:12:37 recognize that and understand that
00:12:35 00:12:39 you need to have a digital marketing
00:12:37 00:12:42 process and a sales process in place
00:12:39 00:12:44 that's going to be a marketing funnel to
00:12:42 00:12:46 create them into a lead and a sales
00:12:44 00:12:48 funnel that you can work to nurture them
00:12:46 00:12:52 along the path to eventually choosing
00:12:48 00:12:54 you and so their felt need is really
00:12:52 00:12:55 something you need to tap into and right
00:12:54 00:12:58 now it's tax season whenever there's a
00:12:55 00:13:00 deadline quite frankly that's what's
00:12:58 00:13:02 going to induce the big felt needs so
00:13:00 00:13:02 what i'm going to show you are what are
00:13:02 00:13:05 the
00:13:02 00:13:07 how should you be using paid search ads
00:13:05 00:13:10 or how should you be using seo and local
00:13:07 00:13:11 seo to tap into getting people to click
00:13:10 00:13:13 on your website now just so you know we
00:13:11 00:13:16 set these up i can do a paid search ad
00:13:13 00:13:18 with remarketing between 500 and 2500
00:13:16 00:13:21 for me to come in and set you up like a
00:13:18 00:13:23 king or a queen so that you can actually
00:13:21 00:13:24 get tons of leads coming in and you can
00:13:23 00:13:27 implement this well we have some setups
00:13:24 00:13:29 between 3 500 and 7 500
00:13:27 00:13:32 with six month pays to get a sweet
00:13:29 00:13:34 website an seo optimized machine a paid
00:13:32 00:13:36 advertising machine with lead magnets
00:13:34 00:13:38 and a bunch of other strategies here
00:13:36 00:13:40 that i will get into later but right now
00:13:38 00:13:43 if you want help doing this whether
00:13:40 00:13:45 you're new or you have an existing um
00:13:43 00:13:46 accounting firm we'd love to do this for
00:13:45 00:13:48 you so what i want to hit on real quick
00:13:46 00:13:51 is that just remember
00:13:48 00:13:53 they don't think i need tax planning in
00:13:51 00:13:55 fact the word tax planning requires a
00:13:53 00:13:58 translation um and as much as people
00:13:55 00:14:00 want to reduce their taxes really what
00:13:58 00:14:01 they're most concerned about is not
00:14:00 00:14:03 getting thrown in jail and not getting
00:14:01 00:14:05 audited right so here's i want to show
00:14:03 00:14:07 you something here and i've showed this
00:14:05 00:14:08 to people before um essentially what
00:14:07 00:14:10 this is
00:14:08 00:14:14 are the take action
00:14:10 00:14:17 accountant keywords from google ads over
00:14:14 00:14:18 a year and basically what i try to show
00:14:17 00:14:20 here are the most
00:14:18 00:14:22 active
00:14:20 00:14:24 take action like there's only one reason
00:14:22 00:14:26 why you would search these keywords a
00:14:24 00:14:28 take action keyword which to me is
00:14:26 00:14:31 you're looking for a solution
00:14:28 00:14:32 or you're a competitor um and let's look
00:14:31 00:14:35 at those keywords and i put them into
00:14:32 00:14:37 google ads and it will show me kind of a
00:14:35 00:14:39 super conservative estimate of how many
00:14:37 00:14:41 monthly searches and how many annual
00:14:39 00:14:42 searches you're going to have for each
00:14:41 00:14:44 one of my allergies are killing me i'm
00:14:42 00:14:45 sorry about this
00:14:44 00:14:49 um
00:14:45 00:14:51 and what you'll see is 327 000 searches
00:14:49 00:14:53 a month occur for these core take action
00:14:51 00:14:55 this is across the united states so
00:14:53 00:14:57 domestikally here in the us which equals
00:14:55 00:14:59 about 4 million a year and these are the
00:14:57 00:15:01 most conservative estimates because
00:14:59 00:15:04 these are on the following keywords so
00:15:01 00:15:05 what you'll see here is number one um
00:15:04 00:15:08 what i want to show you here is here are
00:15:05 00:15:10 the searches the core commercial
00:15:08 00:15:13 keywords for an accountant right
00:15:10 00:15:16 over here you have the monthly estimates
00:15:13 00:15:18 for the monthly search volume and then
00:15:16 00:15:20 next to it you have at that time the
00:15:18 00:15:22 competitiveness of that keyword okay so
00:15:20 00:15:25 if you were to run google ads how
00:15:22 00:15:27 competitive are those keywords right
00:15:25 00:15:28 and over here you have the actual
00:15:27 00:15:30 keyword so let's just look at this you
00:15:28 00:15:33 have accounting services
00:15:30 00:15:35 accountants accountants near me
00:15:33 00:15:38 bookkeepers
00:15:35 00:15:41 bookkeepers near me bookkeeping services
00:15:38 00:15:42 cpa near me tax preparation and payroll
00:15:41 00:15:43 companies
00:15:42 00:15:44 the reason why i'm hitting on each one
00:15:43 00:15:46 of these notike none of these are tax
00:15:44 00:15:48 planning services if people are
00:15:46 00:15:50 searching for tax planning services
00:15:48 00:15:51 they've are like
00:15:50 00:15:53 you want to show up there we want to run
00:15:51 00:15:55 ads for that but the fact of the matter
00:15:53 00:15:58 is your average contractor down the road
00:15:55 00:16:00 your average you know um web developer
00:15:58 00:16:02 marketing company beautikian whatever
00:16:00 00:16:04 kind of customer you're looking for
00:16:02 00:16:06 maybe they're a diesel mechanic a fleet
00:16:04 00:16:09 services shop or a landscaping company a
00:16:06 00:16:11 remodeling company they they're not
00:16:09 00:16:13 really trying to figure out tax planning
00:16:11 00:16:14 they're so busy running their business
00:16:13 00:16:17 they're asking about accountants and
00:16:14 00:16:18 taxes and tax prep near me and you'll
00:16:17 00:16:20 notike that each one of these are pretty
00:16:18 00:16:23 b2b oriented too these are not
00:16:20 00:16:24 necessarily short of tax preparation but
00:16:23 00:16:26 these are the core keywords now i have
00:16:24 00:16:29 an artikle on my website if you go to my
00:16:26 00:16:32 blog um it's seo for accountants five
00:16:29 00:16:35 step steps to rank on uh
00:16:32 00:16:37 on google and basically i spell out what
00:16:35 00:16:38 each one of these are it will be in the
00:16:37 00:16:40 description of this video and i think
00:16:38 00:16:43 it'll be really helpful for you but um i
00:16:40 00:16:45 really want to show you this idea that
00:16:43 00:16:46 these are the keywords
00:16:45 00:16:48 there's a competitiveness and then over
00:16:46 00:16:50 here what you'll see look at this graph
00:16:48 00:16:54 right here is
00:16:50 00:16:56 towards your end and what you'll see is
00:16:54 00:16:58 that towards your end there's like a
00:16:56 00:17:00 quintupling of the amount of searches
00:16:58 00:17:02 that occur for these keywords um
00:17:00 00:17:04 bookkeepers have two you know you have
00:17:02 00:17:06 wherever there's a deadline i think it's
00:17:04 00:17:08 it's march and year end right
00:17:06 00:17:11 and bookkeepers near me same type of
00:17:08 00:17:13 deal look at cpa near me it just spikes
00:17:11 00:17:15 during tax season and your end and so
00:17:13 00:17:17 what i want you to understand right now
00:17:15 00:17:19 is if you want to get customers you have
00:17:17 00:17:21 to have
00:17:19 00:17:23 paid search ads running okay you have
00:17:21 00:17:25 got to run paid search advertising and
00:17:23 00:17:27 then you have to be set up with
00:17:25 00:17:29 remarketing and remarketing are is
00:17:27 00:17:32 really a simple idea right so you make a
00:17:29 00:17:34 small audience out of people or you use
00:17:32 00:17:35 a small audience and there's a couple
00:17:34 00:17:36 different types of ads so the first ad
00:17:35 00:17:38 that i'm always toking about here is
00:17:36 00:17:39 paid search ads right you search
00:17:38 00:17:41 accountants near me
00:17:39 00:17:42 and then after that with the remarketing
00:17:41 00:17:44 you'll see there's a couple different
00:17:42 00:17:46 types right here i'm showing an example
00:17:44 00:17:48 of a google display ad if you've ever
00:17:46 00:17:50 been to a website or a blog or even if
00:17:48 00:17:52 you've been on youtube you'll see these
00:17:50 00:17:55 images show up now these are they're
00:17:52 00:17:56 really cheap to get lots of impressions
00:17:55 00:17:58 but the idea is you would make display
00:17:56 00:17:59 ads little images like this and they
00:17:58 00:18:02 would show up to the people that you
00:17:59 00:18:04 want they'll also show up in apps and
00:18:02 00:18:05 here's an example of onpolitiko.com
00:18:04 00:18:07 right
00:18:05 00:18:09 so you have paid search with remarketing
00:18:07 00:18:10 that's kind of the core then what you'll
00:18:09 00:18:12 see is you'll have facebook and
00:18:10 00:18:14 instagram ads and we know how to do this
00:18:12 00:18:16 really well and the idea would be when
00:18:14 00:18:18 you remarket to people that have been to
00:18:16 00:18:19 your website perhaps you show a lead
00:18:18 00:18:21 magnet this is an example of something
00:18:19 00:18:22 that we do for performance financial
00:18:21 00:18:24 llc.com
00:18:22 00:18:26 out of iowa he does construction taxes
00:18:24 00:18:28 and this works really well we spend
00:18:26 00:18:30 about two dollars a lead and those you
00:18:28 00:18:33 know probably 10 leads create
00:18:30 00:18:35 a customer for him and that ends up
00:18:33 00:18:36 being a really good value for him the
00:18:35 00:18:38 other thing that you'll want to have are
00:18:36 00:18:39 these alternative calls to action which
00:18:38 00:18:42 are like a video sales letter where you
00:18:39 00:18:43 would put a video on your website um
00:18:42 00:18:45 you'll see that there's a couple other
00:18:43 00:18:48 types of ads you can do you can do
00:18:45 00:18:51 youtube videos so here's an example of
00:18:48 00:18:51 a youtube
00:19:02 00:19:06 so the idea is you can take
00:19:05 00:19:08 a group of people that have been to your
00:19:06 00:19:09 website you can make an audience out of
00:19:08 00:19:12 them you can show up on youtube
00:19:09 00:19:15 instagram facebook tiktok linkedin
00:19:12 00:19:16 google display and and uh even google
00:19:15 00:19:17 search there's some things you can do
00:19:16 00:19:19 there but
00:19:17 00:19:21 long story short folks if you want to
00:19:19 00:19:24 have people choose you you need to tap
00:19:21 00:19:26 into this felt need which is the tax and
00:19:24 00:19:28 accounting keywords you need to do some
00:19:26 00:19:30 remarketing and you want to remember
00:19:28 00:19:33 that what they think they need is just a
00:19:30 00:19:35 tax return your sales cycle along with
00:19:33 00:19:37 your remarketing and your overall
00:19:35 00:19:39 process is going to deliver more value
00:19:37 00:19:41 which will earn you a higher retainer
00:19:39 00:19:43 good luck god bless if you want help
00:19:41 00:19:46 with this go to feedbackrench.com i
00:19:43 00:19:47 would add that i've got um my my course
00:19:46 00:19:49 here if you look if you go to
00:19:47 00:19:51 feedbackgrunch.com you go four
00:19:49 00:19:52 accountants and you go to my online
00:19:51 00:19:55 course you can learn a little bit more
00:19:52 00:19:58 about it i've got it priced at 500
00:19:55 00:20:00 and this will show you exactly how to
00:19:58 00:20:03 build a more profitable firm it's going
00:20:00 00:20:05 to show you how to run meetings how to
00:20:03 00:20:08 do your sales what it takes to actually
00:20:05 00:20:10 have those high monthly retainers we did
00:20:08 00:20:12 it and i think you'll like it good luck
00:20:10 00:20:13 god bless and like and subscribe if
00:20:12 00:20:17 these are helpful i got to keep videos
00:20:13 00:20:17 coming take care