Building your valuation practice? Know your marketing message.
Marketing your valuation business is more important than ever. With the rise of social media and other new communication techniques, industries that may have once been considered “traditional” must seek new ways to engage potential clients and to reengage existing clients. While many business professionals can still keep their companies aﬂoat with a smile and a handshake, there is no doubt that the world has changed and will continue to do so.
Ask nearly any professional in any industry: Solid client relationships are more complex than a phone call or a letter. The use of technology has become an important player in the game of remaining relevant. Yet particularly in the business-to-business world, an old principle stands – face-to-face relationships are still a key to success. Today’s marketing techniques that utilize both an online and oﬄine presence allow accounting and ﬁnancial services ﬁrms to easily maintain and build these relationships both with current and prospective clients.
When building your firm’s marketing plans around your valuation practice, you’ll expand your reach by outlining tactics that leverage a variety of mediums. But keep in mind that it is your marketing message, no matter the medium, that is crucial. The elevator pitch of yesterday is still just as relevant, if not more so today, and ﬁrms need to be able to execute it in-person and in a limited number of characters online. Everyone on your staﬀ should be well versed in what it is that distinguishes your ﬁrm from the competition. Knowing how your ﬁrm can provide value is critical not only to being able to market your services, but also to appropriately price and execute on value-added service oﬀerings, especially in the case of valuations.
Carefully consider the marketing statements you’ll utilize to draw in prospective clients that are ripe for a business valuation engagement, and then how you’ll build on those relationships once established. A specialized practice like business valuations may need additional explanation of what the service entails, so it’s important to keep in mind that you’ll need to keep the language accessible to a typical business owner who isn’t likely to be entrenched in finance.
Once your messaging is crafted and you’re ready to build your plan, there are a number of ways to identify the marketing mediums that may work best for your firm. To further explore avenues to marry your marketing message with both the online and oﬄine world, download the Sageworks whitepaper, “Marketing Tips for the Business Valuation Professional.”
Sageworks Valuation Solution
Sageworks Valuation Solution is a web-based, business valuation solution that helps firms streamline workflow, scale existing processes and increase realization rates. Explore features and benefits by watching a one-minute walkthrough video.