This is the transcription of the interview between Patrick McLoughlin, the founder of Accounting for Growth (A4G), and Bill Daubney, the Senior Partner of Dexter & Sharpe.
Bill started working with A4G in the summer of 2011. Dexter & Sharpe is a 5 office, 8 Partner organisation that operates across Lincolnshire.
Accountant Turns Marketing Failure into Success
Patrick: “Can you tell me why you think your telemarketing worked with Accounting for Growth, where your previous telemarketing had failed.”
Bill: “We’ve had past experience of telemarketing which was unsuccessful. We’ve tried with yourselves and the approach has been more professional and more accountancy based, I think that’s gone down better with the prospective clients. And we’ve been able to convert many more than we thought we probably would.”
Patrick: “We agreed a revenue target before we started the campaign. How have we run to that target to date?”
Bill: “We’re on target and by the end of the first year we anticipate being in the region of 25% over target, so we’re very happy with the way things have gone.”
Patrick: “Fantastic, and finally: What would you say to fellow partners/accountants who claim telemarketing doesn’t work?”
Bill: “You do get that in the industry, that people don’t think it works, but I think it’s proof from our success that it has worked, and is continuing to work. They only need to contact people, such as ourselves, to hear the success story.”
Patrick: “Would you mind perhaps taking a call from somebody?”
Bill: “No problems at all, we have taken calls in the past, so we will take them in the future if they want confirmation on how it works. We’ll gladly speak to them.”