Your Leaky Bucket: Plug the Leaks in Your Sales & Marketing

Hey there,

It’s Janel, and I want to have a heart-to-heart with you today about something that might be silently draining your firm’s potential: the leaky bucket.?

You know what I’m talking about—those little areas that slip through the cracks when you’re so focused on finding new clients, that you miss the opportunities right in front of you.

Let’s be real for a second: sometimes fixing what you’ve already got going on is faster (and cheaper) than chasing down new leads. So, before you throw more money at marketing, let’s plug those leaks! ??

1. Are You Sitting on a Goldmine?

If you’re like most accountants, you’ve got a solid client base, but are you fully maximizing it? Think about it—how many clients could you upsell into a monthly subscription service??

Instead of seeing them just once a year for tax season, why not get them on a regular monthly service and provide ongoing value all year long?

The key is to productize your services. Offer a few tiered packages—for example, perhaps one for businesses just starting out, and another for more established businesses or those with aggressive growth goals.?

Give your clients clear options. It’s like saying, “Here’s how I can help, wherever you are in your business journey.”

2. Missed Calls = Missed Opportunities

We’ve all been there—a prospect calls, but you’re in a meeting, out of the office, or maybe just didn’t hear the phone. Guess what happens next??

They hit up Google, find the next accounting firm, and boom, you’ve lost them.

It doesn’t have to be this way. An automated text follow-up when you miss a call? Total game changer.?

A simple, “Sorry we missed your call, how can we help you?” text makes you look responsive and shows that you’re on top of things—even when you’re not by the phone.

3. Google Reviews: Your Secret Weapon

Did you know 97% of people read Google reviews before choosing a business? Yeah, you read that right—97%.

?Are you asking your happy clients for reviews? Are you responding to them? And here’s the kicker: is this process automated? If not, it’s time to get that in motion.

A steady stream of reviews builds credibility, and it’s a free way to boost your visibility online. And if someone leaves a not-so-great review? No problem—responding thoughtfully can turn it into a positive!

4. Can Prospects Text You or Chat on Your Website?

Here’s a fun fact for you: Gen Z loves to text. They don’t want to call or wait for an email—they want instant engagement. And, there are a lot of Gen Z business owners with that number growing daily.

If your website doesn’t have a chat widget, you’re missing a huge opportunity to connect with them on their terms.

In fact, we just interviewed Lexie Maitland, a Gen Z business owner, on the Numbers Don’t Lie podcast, and she shared how much easier it is to communicate via text or chat. If you’re not offering that option, someone else is.

?? Listen to the Episode Here

5. Booking Made Easy—For the Right People

I’m a huge fan of automating things (shocking, I know!), but I also know that your time is valuable.?

Having a booking link on your website is a great way to streamline meetings with potential clients—but you have to qualify them before they hit your calendar.

Set up rules for your booking link, like pre-qualifying prospects through a form or limiting availability to certain times. This keeps your calendar filled with quality conversations, not tire-kickers.?

You’re in control.

6. Following Up: Don’t Let Time Kill the Deal

Let’s be real—time kills deals. If you’re sending proposals and waiting around for clients to "get back to you,” chances are they’re slipping away.?

Do you have a follow-up plan in place? Better yet, is it automated?

Whether it’s a friendly reminder email or a quick text, a solid follow-up plan keeps you top of mind and builds trust. The longer you wait, the more likely they’ll forget about you.

?? Read the Full Blog Post Here

Automation: Your Secret to Scaling

The truth is, having a documented sales and marketing system isn’t just a nice-to-have—it’s important if you want to grow. (I know- some business will always walk through the door of an accountant, but is that the business you want? “How much do you charge for a tax return” type of business?)

Automating these processes saves time, ensures you’re capturing every opportunity, and lets you focus on what really matters: building relationships and serving your clients.

If this sounds like a lot, don’t worry—you’re not alone.?

At Cajabra, we’ve designed the Cajabra CRM for Accountants to help streamline your communication, automate your follow-ups, and ensure you’re not leaving money on the table.?

It’s like having your own personal assistant (who never takes a vacation) ??

You’ve got this!

Until next time,

Janel

P.S. It’s not about doing more; it’s about doing it smarter. Plug those leaks, and watch your business grow!

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