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Marketing Tips for Accountants and CPAs

The price of setting up a custom accounting website design can speedily get out of control, but if you utilize a few basic tricks you can greatly reduce if, not eliminate, your set-up expenses.

Do you honestly need a custom site? There simply are not a whole heap of sound reasons currently to bear the cost of a custom accounting website design, so scrutinize your reasons meticulously.

You may decide that a template is a superior choice for your service. Just about all of the difficulties typically associated with templates, typically search engine optimization (or SEO) and flexibility, have been addressed by the latest generation of tools.

Graphic design really isn’t all that important to the success or failure of a website. Unfortunately a lot of site owners drive up their costs and at the same time get completely bogged down by the graphic design process.

Setting up a website is a pretty big job. Just customizing and creating site content will be a lot of work. It really doesn’t make much sense to obsess on the superficial appearance of the site. All this does is add to your costs and make more work for you. There’s no reason you shouldn’t be able to get the job done in two or three drafts. Will it be perfect? Maybe not, but perfection doesn’t really matter. A custom accounting website design will cost a lot of money; at least $2000. If you have a good reason to spend that much go for it, just be sure it’s not a vanity expense, because in terms of building your accounting practice there are usually better ways to spend that money. There are a lot of companies that provide excellent accounting and tax website templates. These products are more than adequate for most small to medium sized firms. They also tend to come packed with content, so you’ll be able to get a good site up much faster for a lot less work.

If you decide that having the unique look and feel is worth some extra money you may still be able to avoid the bulk of the expenses accrued by setting up a custom site. Some companies that provide CPA website templates will be able to modify an existing template to suit your needs much more cheaply than the cost of a full blown custom site.

Here’s a few things to consider before making a final decision. One problem I have all the time is when a client with a modest understanding of design comes into the process with a rigid preconception of what he or she wants. These are without doubt some of the ugliest websites I’ve ever done. Let’s do some honest self reflection here. Accountants get paid to pay meticulous attention to detail. We’re often type A personalities that are loath to surrender control to someone else. Well, this can get very expensive when you’re dealing with a web designer, so here’s some pointers for keeping our natural tendencies from doubling or tripling the cost of the site. It’s not really possible to get exactly what you want unless you do it yourself. Try to come in to the design process with an open mind about what your site is going to look like.

Keep in mind that the look of the site really isn’t all that important. If you look at highly successful A-list sites like Google, CraigsList and Reddit you’ll see that aesthetics is really not all that important to designing a successful site.

Your ability to provide accurate and timely tax and financial advice and preparation is far more important than your eye for color and balance, so stick to what you do best and trust your designer to do the same.

Overestimating the importance of graphics is the main cause of cost overruns in the website design process. It’s a lot cheaper to make design changes to a website during the planning phase than it is once the coding starts. Make your design choices up front using mock-ups, and once you finalize it stick to your guns. Once the coding process begins even seemingly minor changes become very expensive. Be aware that every monitor displays colors a little bit differently, so there’s no point in obsessing on colors.

If you really want a custom site your best strategy is to hire a skilled and experienced designer who shares your basic vision and try to trust his or her process. It’s important to keep your focus on what really matters.

Don’t treat your website like a product roll-out, treat it as what it is: a marketing instrument. I’ve had a lot of clients refuse to publish until the website’s “perfect”. It can be very frustrating to see a website sit idle for months or even years because an obsessive owner is trying to perfect it. Every day that goes buy is another day of lost revenues and lost domain authority. Even if they succeed it’s never worth the time and money they spent getting it “just so”. The most ironic part is that while they may have a really nice site, it’s a site designed to appeal to the website owner. This is a tragic, but common, mistake in advertising. Too many advertisers are afraid to confront their clients on this issue and just let them do this. You’re not trying to get you to hire yourself. You’re trying to get your prospects to hire you, so design your site to appeal to them. This brings us back to content. The function of your graphic design is to keep visitors from hitting the back button the first time they see your site, anything beyond that is just gravy. What matters is having useful, diverse content and presenting it in a personable, easy to navigate way.

Closely related to a futile drive for perfection is a need to “finish” the site. This is also a trap. Website design is a lot like building a house. Once the site is up it needs to be maintained and improved. Your website will never be “finished”. If you wait to take your website public until it’s “finished” you’ll never get it up, and if you ever allow yourself to treat your website as “finished” it will quickly slide into obsolescence.

You’ve seen sites like this. The news reports and tax updates are out of date. The links on the site are all broken or mapped to the wrong site. Are you impressed by sites like this? Well… neither are your clients and prospects.

Once you decide to get a website, make your priority to get it up as quickly as possible. Once it’s up it can start to make money for you, your domain name will begin to accumulate domain authority, and you can tweak it to your hearts content. In fact the more tweaking you do the better. The search engines respect sites that continue to grow and change once they open.

Your accounting website design is an investment in your business. Handle it the same way you’d treat a new lobby, a cold-call campaign, or any similar marketing cost. It doesn’t really make any difference if you opt to use a custom site or start with a template driven site. What matters is that you get your feet wet, get the site up quick, and let your customers and prospects observe as you unremittingly mold it to accommodate their needs.


The fact you can buy your website a good listing in the search results of Google  is not by any means a very well kept secret.

If nobody has heard of it having a great CPA website isn’t going to help you sell your firm all that effectively. There are lot’s of ways to publicize your website, and one of my favorites is advertising using Google Pay-Per-Click.

If you’ve ever done a search on Google, and who hasn’t, you have no doubt seen sponsored listings. They appear on the right side of the search results page, and often up to the first three positions on the left side. These listings are being displayed through Google Adwords pay-per-click (or PPC) marketing platform. An ad incurs an impressions when Google displays the ad on the search results page. An advertiser pays for the click when you click on one of the sponsored listings. In other words, that advertiser pays Google per each click their ad receives.

The cost of the click that is payed to Google it ultimately impacted by the landing page quality score. Quality score is driven by a lot of different factors, including the relevance of the page content to the search term, and the Click Through Rate, or "CTR".

Click through rate is the rate of clicks to impressions. If your ad is displayed 500 times, and receives 100 clicks, then your CTR is 20%. A high CTR signals to Google that you are showing a relevant ad for the search phrase, and this will improve your quality score for that keyword.

The higher the quality score is of the landing page, the lower the actual cost per click will be. Adwords is essentially an auction. You bid on keywords. In very straight forward terms, the higher your bid, the higher your website’s ad will be displayed.

Now there are a number of valuations and specific calculations Google makes to define where your ad will be placed. These calculations occur in real time when a search is performed. In a future article, we will take a closer look at the specifics of these calculations. For this article, it is simply important to grasp that your bid is not what you will ultimately pay for a click . If your quality score is 7 and you bid $5.00 for a click, you will pay less for a click then if your quality score is 4, and you will never pay more then your bid, or $5.00, for a click.

Remember Google’s first priority is to show relevant search results, even for the sponsored listings. They could just give the first spot to the person who bids the most, but that would only ensure the person willing to spend the most money would be listed first. The highest bidder however, may not be the most relevant search result.

A very good illustration of this is your company name. Let’s say you are Adidas, and you want to bid on the keyword “Nike”. The most relevant search result for the keyword “Nike”, is obviously the Nike website. Google is going to give Nike a higher quality score for that keyword, in effect rewarding them for their relevancy for that keyword.

Before we look at tips to improving your quality score, it’s important to also understand match types. There are three match types you can and should bid on for each keyword. The three match types are exact, phrase and broad.

Exact Match: Exact match is the best keyword to bid on. An exact match means the search phrase being searched on is an exact match for the keyword for which you are bidding. For example if you are bidding on exact match for “Accounting Firms”,  your website’s ad will be displayed only when someone searches for “Accounting Firms”.

Phrase Match: Phrase match means your keyword is a phrase within the search string. For example, if you bid on a phrase match of “Accounting Firms”,  you ad will be displayed when someone searches on things like “small accounting firms”, or “accounting firms and CPAs”.

Broad Match: Broad match essentially let’s the search engine determine if the search phrase is a match for your broad match keyword or not. Bidding on broad match keywords is both important, and dangerous. It’s important because a broad match for “accounting firms” might be triggered when someone searches for “accounting services”. It also can be triggered when someone misspells a word, such as “acounting firms”. The danger is that Google may determine that “Accounting Supplies” is a close enough match to “Accounting Services”, and trigger your broad match keyword. This is why Google allows advertisers to declare "negative keywords". We’ll talk more about negative keywords in a moment.

Now that you have an understanding about your keyword match types and website’s quality score, here are some pointers on how you can improve your quality score and click through rates.

Ad Copy

Your ad copy should reflect the search phrase, or keyword you are bidding on. The person doing the search will be more apt to click an ad that has their search string. For example, if you bid on “CPA Services”, you want the headline of your ad to be something like “Quality CPA Services”. If your ad title says "Jim’s Accounting Firm", the person doing the search then has to stop and think… if they click your sponsored link, are they going to find what they are looking for? They often make their decision within a split second, so you don’t want the prospect to have to stop and think. Give them exactly what they want. If that means writing 50 different ad titles for 50 different keywords, so be it. Your work will pay off in the end.

Landing Page

The landing page is the page on your site that the searcher is taken to when they click your ad. Typically this should not be the homepage of your website. If someone searches for "Strategic Business Planning”, they should be taken directly to the page on your website that explains your business planning services rather than a generic accounting related homepage. If the ad goes to your homepage, and they have to search through a big pile of CPA related content just to find what they are searching for, they’ll probably just click the back button and go to the next advertiser.

If your website doesn’t have a suitable landing page for the keyword, add one. It really is that important.


Kenny Marshall | November 17, 2010 | no comments
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I can tell you exactly what their response will be. Your son or daughter will look at you like you’re an alien (you know that look) and say something like, “You don’t have a website?”

Out of the mouths of babes, eh?

Ask anyone between the age of twelve and twenty-one: the web makes the world go ’round. Whether it’s renting a summer house, buying insurance or choosing a dog groomer, the first thing most of us do these days is consult the internet. If you’re offering a service in a competitive marketplace and your prospects can’t find you on the internet you will miss out.

Professional service firms are no different.

And the website is not just there for anonymous browsers googling for “accountants in Sacramento”. These days you can bet that word-of-mouth referrals will have a quick look for your site before deciding to become a client. Referral sources will pass on your URL or perhaps even just say “they’re on the web”.

We’re beyond the time where accounting firms can get away with not having a website. Today, if you don’t have a site, people will wonder why.

Maybe you just can’t keep up?

And this will only become more and more the case – it’s never going to go back to the way it was before the world wide web came along, so go out RIGHT NOW and start looking for a good CPA Site Design Firm.