On this week’s Dear Katie, I was asked: “I’m doing everything I’m ‘supposed’ to do.
Posting on LinkedIn. Talking about my services. Trying to grow. But it feels like nothing’s working. I’m not getting leads. I’m not getting clients. What am I missing?”
A little backstory for clarity and context.
This question was asked when I was part of a recent roundtable by a new firm owner.
He had a successful career at a Big Four firm.
And while everything was going well, he had the itch to go out on his own six months or so before the question was asked.
He is a fantastic accountant, but selling services is different than clocking in to a 9-to-5.
I started by asking him: You say you’re trying to grow an accounting firm, but when was the last time you invested in someone helping you grow?
He replied with: I’ve looked at a few coaching programs but want to get some clients first before I invest. The same goes for my website and marketing spend.
That told me everything I needed to know.
Did you know that it’s been found that every $1 spent on leadership development has a $7 ROI?
If you’ve had thoughts like this this firm owner, you’re not alone, but it’s time to face what is likely an uncomfortable truth.
You want clients to invest in you to help them grow their business, right?
But you haven’t invested in yourself to grow your firm.
It’s a disconnect that people can feel.
People want your message and actions to match, and chances are, they’re not.
You might be contradicting yourself:
If you lack self-trust, people will know.
You have to be the first person to convince yourself of your own value before you can convince others of it.
It’s like working from home in your PJs day after day and thinking you will grow an empire.
(Can it happen? I guess, but it’s not likely.)
If you’re out of alignment, you can get back into it with small, intentional changes.
Before you run out and start tweaking your posts or redoing your website or changing your marketing plan, take a step back and ask yourself:
Being honest with yourself is uncomfortable (I know this first-hand!), but this is where growth starts.
Once you’re fully aligned, that’s when things really start to click.
Because when you’re not in alignment professionally, it has a ripple effect and impacts everything else in your life.
Taking the time to realign yourself will do more than just benefit your business and your marketing. It will benefit your life.
So, get honest with yourself. Ask yourself:
Don’t just give the answer that fits neatly on your website or a social post.
Give the real answer.
Then, go deeper.
If you’re not sure where to start, look at these core areas of your life:
As you go through this exercise, be kind to yourself. Remember that this is not about shame. This is about awareness.
Rome wasn’t built in a day, so you don’t need to fix it all today. But you do need to be honest with yourself.
Only truth can clear the fog and help you find the right path forward.
And, that’s a wrap on this Dear Katie question.
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Now I want to hear from you. Do you have a question?
Until next time, cheers to your success!
Katie
It may not be your marketing tactics that are the issue, but rather your own alignment and investment in personal growth. Reflect on whether you are fully committed to your firm’s success.
Start by asking yourself where you might be holding back. Identify areas in your professional and personal life where you’re not fully committed, and make small, intentional changes.
Invest in yourself first. Consider coaching or professional development to build your confidence and skills, which will help you attract the right clients.
Evaluate your daily actions and mindset. Are you taking proactive steps towards growth, or are you just going through the motions? Honest self-reflection is key.
When you’re aligned personally and professionally, it creates a positive ripple effect, enhancing your relationships, health, and overall business performance.
Begin with self-assessment. Identify your core values and areas for improvement, then seek resources like coaching, workshops, or courses that resonate with your growth goals.