Do keywords matter when you are copywriting for accountants?

An accountant who needs copywriting

This is a question that pops up from time to time as I’m regularly asked if I will put some keywords into the copywriting for accountants that I do.

The problem is of course that the answer is that ‘it depends’.

So in this post, I thought I’d explore this in more detail and look at the whole issue of keywords.

Getting accountancy clients isn’t physical sales.

To my mind, the debate has been taken over by physical sales marketing, in other words, the use of keywords and phrases is all about a transactional relationship with the client.

The problem is that this is rarely the way to sell accountancy services as they rely on the build-up of trust between the client and the firm.

So simply packing blog posts with keywords is probably going to do more harm than good, especially in the eyes of Google.

So keywords are no good then?

Nah, that ‘s not what I said.

Keywords are fine for pointing people at the valuable content you have on offer.

They are a way of telling Google what is on your site but I’d argue that once the visitor is on the site it is much more about building a level of trust.

And the truth is that for trust based services like accountancy, people generally don’t buy because they saw you at the top of the search engine results pages.

I’d also say that marketing for clients works much better when it is away from the Google search pages and done on an individual basis.

In short, I think that when you are commissioning copy for an accountancy practice you are better off looking at the meat of the copywriting rather than the fluff of keywords. Treat them as a ‘nice to have’.

Copywriting for accountants – what’s the use?

Well it’s all about credibility.

Look at it this way, imagine you were wanting to find a good practice near you that was up to date and had their finger on the pulse.

You go to a website and find that the last blog post was written in 2014 and was about tax rates.

You’re pretty certain that the tax regime has changed since then (it has) so you are suddenly mistrustful of the site and it puts you off.

So you go and look at another site and you find that they have a wealth of posts about different areas of their practice.

You even find out something that you didn’t know.

So you feel much more confident about the firm, the people and about contacting them for more information.

And this is the crucial difference between selling services and DVDs.

A great set of keywords will sell DVDs directly from the site.

A great set of keywords won’t sell your accounting services, but when people hit your site, poor quality content will certainly lose you the sale.

Want more information about digital marketing?

I’ve produced an in-depth guide that you can download for free by clicking here

Copywriting for accountants – what is LSI?

When you start to think about getting some copywriting for your accountants practice you may well come across the phrase ‘LSI’ and wonder what on earth it is.

Well wonder no more. This post will tell what it is and how to get it.

Latent Semantic Indexing – LSI

OK so let’s take a walk back in time to the dawn of the internet.

If you wanted to know something about paperclips then you’d probably type into Ask Jeeves and you’d get presented with a series of results based purely on the amount of times the pages mentioned ‘paperclip’ in their text.

The problem with this is that people can game the system and so by simply using the word paperclips a gazillion times on their pages they can rank highly.

This is where things get interesting

Fast forward a few years and Google decides to stop people playing the search engines and start presenting results based, in part, on LSI.

Cut to the chase – what is LSI?

So LSI means all the words that are likely to exist around the word or phrase you are looking for in normal speech.

So for example, let’s imagine you are looking for information about paperclips.

Take two sites, one is a Will making site and one is a Paperclip supplier site.

The Will making site may have a phrase “don’t paperclip things to your original Will because they may go missing”.

Whilst the paperclip site may have a phrase “Paperclips are usually made from mild steel and plastic and are often sold in paper or carboard boxes.”

So the LSI for paperclips would be words like ‘Steel’, Plastic, ‘Cardboard’, ‘Paper’.

You wouldn’t expect these words to turn up on the Will making site.

But if you were looking for Wills then you’d expect things like ‘Testament’, ‘original’,’document’ etc.

So Google knows that one site is about paperclips because it says paperclips and because it has the words around it that make it more likely.

So how do you find your own LSI keywords?

One of the easiest ways to discover what your LSIs are is to do a Google search on your keywords.

Then just scan down the results and make a note of the words that keep appearing in the little snippets of the site.

Assess each word or phrase for whether you would naturally expect it to turn up next to your keywords.

Voila!

You have a list of LSI keywords.


free guide to content marketing for accountants
Want a guide to digital marketing written especially for accountants? Click the image above – it’s free!

From copywriting to SEO – the steps you need to set up an accountancy website

An accountant who needs copywriting

Copywriting, domains,hosting, building an accountancy website can be confusing.

If you are brand new to digital marketing then there are an array of terms that you need to get to understand.

Unfortunately there doesn’t seem to be a guide for what to do and when, until now.

This is that quick guide. The steps you need to get your accountancy website up and running.

Step 1 Choose your domain name.

Imagine this like the plot to build your house on. You can’t build your house until you have a plot of land and your domain is like the house.

Domains have a name and a suffix, sometimes called a level.

For example, a .com domain is a top-level, whereas with a .co.uk domain the .co is the top level and the .uk is the second level.

There are all sorts of different types with .com being an almost universal signifier generally denoting US based businesses.

You can go for a country (like .co.uk) or you can go for an industry type suffix like .biz, .photo, or .online

Step 2 Sort out a host

To use an other simile, hosting is a bit like renting a desk in a coworking space. You rent small to start with and often there will be a package deal with a certain amount of space and you can get your mail sent there.

With hosting you point your domain to the host, your email will come through the host’s servers and when you need more space or services then you just buy them.

Step 3 Set up your website.

I always use WordPress to produce a website. In yet another simile WordPress is like excel.

You use excel to produce a spreadsheet but all it does is produce a blank sheet, you have to sort out the numbers yourself.

Now you can use a template for excel which will make your numbers look pretty but again, you still have to produce the numbers.

In the same way you can use a selection of free or paid for templates that will make your site look cool or professional, but you have to sort out the words, images and videos.

Step 4 Sort out the content

The starting point is to produce the ‘pages’ for your site. These are the general pages that tell people about you, how to get in touch etc.

Generally speaking, I suggest to my customers that the minimum you need are Home, Services, About and Contact pages.

These will give you the bare minimum.

Then you look to produce content in ‘posts’.

They look very similar to pages to the reader but you can think of these like the individual pages of a magazine, each will have a subject and together they go together to produce the magazine.

You should use a marketing plan to decide what to write in your posts.


How great content can boost your SMEs sales
How to choose your blog subjects – click on the image

Step 5 – organise your SEO

There are two types of SEO:- on-page and off-page.

On page SEO is all about making sure your keywords are properly presented in your writing, that the text is presented in a style that is friendly for search engines and that the content is engaging for the reader.

Off-page SEO is all done in the back end. It’s not visible to the viewer but Google loves it.

Off-page SEO covers things like making sure your site loads quickly, is good for mobile, tablets and desktops and has the structural aspects needed to please search engines.

Step 6 – publicise your site

Imagine opening a shop and not bothing to put a sign up outside and not telling anyone you were open.

This is the big mistake people make with websites – they think that it is enough to get a well SEO’d site sorted and then people will flock to it.

This is not the case.

You need to get the word out by telling people what is going on.

This is done by building links to different sites, by advertising and py putting links to your posts on social media like LinkedIn.

Step 7 – Keeping it up

Step 7 is simple, it’s about keeping the content production going.

Producing regular, interesting and useful content will help your site rise through the ranking and, in turn, attract more visitors.

Doing 6 posts and stopping is pretty pointless and looks really bad.

Set up an agreement with a content producer (me) to get regular posts on your site so that you start to hit your important keywords.

Digital marketing for accountants is relatively easy

Digital marketing for accountants isn’t rocket surgery but it does take application and effort.

I’ve produced a free guide you can download that gives you all the information you need to set up your digital marketing process for your accountancy practice and you can find it here.


free guide to content marketing for accountants
Get your free guide to digital marketing for accountants – click the image

Contact me if you need help

I’m a digital marketing bod and I specialise in working with accountants and professional services.

I can set up your site, write the content and make sure it is SEO compliant.

Give me a shout and let’s have a chat about getting you more clients.

Copywriting for accountants – 6 ways it can help your marketing

copywriting for accountants

When I say “copywriting for accountants”, many people tell me that they are unsure about what a copywriter actually does.

I thought I’d put together a post and show the ways that a great copywriter can really make a difference to the marketing output of a typical accountants practice.

What is a copywriter?

Let’s deal with the word first of all. What exactly is a copywriter?

Well I suppose the best definition is that we are wordsmiths.

We work with words in the same way as accountants work with numbers.

Think about all of those little tricks and tips you have picked up over the years, dividing by 9 to see if the difference you are seeing is a transposition error, making absolutely sure that balance sheets actually balance etc.

All of these tips go towards making you a brilliant accountant and much better and quicker at doing the work for your clients.

Copywriters are the same.

A good financial copywriter will have a basket full of techniques that they can bring to bear to help your marketing shine.

Now not all copywriters are equal, we all have our strengths and weaknesses and some might specialise in a particular area whilst others are more generalist in nature.

So here are the ways that using great copywriting for your accountant’s practice can really help.

Tip #1 – They will professionalise your website

This is probably the first thing that any potential client will look at when they are checking you out.

A great copywriter will refine your content so that it speaks directly to your target audience.

They will tease out the points of difference that will help you compare very favourably to the opposition.

They will also be able to make sure that your on-page SEO is up to scratch and that your website ranks as high as it should do.


Do you need a freelance financial copywriter
Wondering whether you need a financial copywriter for your firm? Click the image to find out more.

Tip #2 – Developing your tone of voice

It may seem odd to suggest that writing on a page has a ‘tone of voice’ but it does.

Check out these two examples one from Virgin wines here and one from BMW here.

Both completely different businesses, both very successful but with totally different language and manner.

A great copywriter will be able to work with you to make sure you are speaking your client’s language.

Tip #3 – They will write outreach mails that work

If you receive enquiries or if you buy mailing lists then you will need to speak to your potential clients.

A great copywriter will be able to craft a mail, whether that be snail mail or email, that will really resonate with the recipient.

Personally, I’d estimate that getting a copywriter to write your outreach emails will at a minimum double the response rate.

Tip #4 – They will be able to write content that really works.

Whether you are posting to your blog, adding content to social sites or sending out hard copy newsletters, a great copywriter will be able to produce the goods.

Truthfully, there’s no point in putting stuff out there that doesn’t deliver and one of the best ways of achieving a ROI for your marketing budget is to get great copy right from the start.

Tip #5 – They will be able to increase engagement with your current clients.

Everyone loves to feel like they belong and one of the best ways of ensuring that you retain your clients is by giving them that sense of belonging.

A great copywriter will be able to produce content that really speaks to your clients and lets them know that they are valued and an important part of the practice family.

Tip #6 – They will be able to increase your per client revenue.

One of the easiest ways to increase revenue and profit is to sell more to the same group of clients.

Having a specialist copywriter on board will give you the ability to introduce new services to clients who wouldn’t ordinarily take advantage of them.

By using carefully crafted case studies, white papers and ebooks a copywriter will weave in stories of how your services can really help add value for your clients.


Want a free guide to content marketing for accountants? Click the image.

free guide to content marketing for accountants

Copywriting for accountants really does make a difference

You only get a sense of how good a copywriter is for an accountancy practice once they start producing really good content.

You’ll start to see enquiries increase, engagement take off and per client billing rocket.

Using the services of a specialist copywriter for accountants mean that you can forget about your marketing and concentrate on your day job.

Now where could you find one?

What happened when I bought some cheap writing

Why buying cheap copy is a mistake

Anyone who runs a business will have heard the phrase “we’ve found someone who can do it cheaper”.

It’s annoying but understandable.

After all, it takes a lot of work to earn money and you want to know that you are getting full value for your Pounds, Euros or Dollar.

But I thought I’d have a go and see what it goes like when you buy cheap writing.

I decided to use one of the most popular freelance sites (I won’t say which one) and set a project.

I posted a project that asked for people to write a 600-word blog post called “6 things to think about when choosing a payroll system” and chose three writers to work with.

The replies began to ping into my inbox almost instantly which gave me a first clue.

Not all the people offering to do the work were writers!

I posted the project and within seconds I got proposals.

From graphic designers

And WordPress developers.

Now don’t get me wrong. They might well have been cruising the site and just pinged off an application but I’m suspecting not.

In fact I think they have a really clever bot that sends a standard application the moment a vaguely matching project gets posted.

Which means that the vast majority of applications I got were from people that weren’t really writers at all.

Frankly, if I wanted to get someone to do some copywriting for my accountants practice I’d want someone who did it at least part-time!

What content did they provide?

There were three different outcomes from the people I chose.

The first guy sounded the best and so I held out high hopes for him and sure enough 600 words arrived on time.

It was well written, made complete sense and I could tell that it was written by someone who really understood the subject.

Which is understandable because he’d stolen it off a website.

I put it through my plagiarism checker and guess what? He’d not even bothered to change a word.

Imagine the damage that would do to your business if you posted this and the original owner found out.


Content marketing is like a hot air balloon
Find out why marketing is like a hot air balloon – click the image

Number 2 was a lady who looked like she knew what she was doing. I sent off the brief and then waited.

Nothing.

So I sent her a message and asked what was up.

“Oh yes, some problems but I’ll get it to you tomorrow”

Nothing.

I sent another message but got no reply. Ever.

When you are working to a marketing plan it’s very very inconvenient if copy you expected doesn’t turn up.

I had high hopes for number three. After all we can’t have three duds in a row can we?

So this guy was a day late with the work, but at least he actually did it.

It wasn’t plagiarised and I could see why.

It included such gems as;

” So before making the system fully functional it’s functionality check should be carried out so that when it gets deployed in practical there are no chances of errors the working goes smooth.”

Or this

There are a lot of advantages a Payroll system have like it gives much accuracy , saves time and all the things become automated so human resource is saved.”

What you can’t be doing is paying good money for content that you have to essentially re-write or constantly have to speelcheck (just my little joke).


Do you need a freelance financial copywriter
How do you know if you need a specialist financial copywriter? Click the image to find out

Why quality copywriting is important for accountants

Any content you produce as an accountant (or for any professional service) is designed to show your competency in a particular field.

So if you are paying for content that isn’t accurate, well researched and grammatically correct then you are becoming a hostage to fortune.

Quality content does cost more, but employing an expert financial copywriter means that you’ll get work that you don’t have to check for accuracy and that will show your practice in the best possible light.

A great financial copywriter will also understand on-page SEO, which means that your posts are more likely to rank highly on Google.

Buying cheap is rarely the best option.

Want to talk about financial copywriting?

Mail me, call me, fill in the form and let’s have a chat.

Why marketing for accountants is like buying a tightrope

marketing for accountants is just like tightrope

You wouldn’t think that marketing for accountants is anything like buying a tightrope but you would be wrong on so many levels!

Think about buying a tightrope – what are you looking for?

Would you buy from an established supplier or a chap you met down the pub?

Fairly obvious one I hope. I’d want to buy from an established supplier who had a good name.

Would you go for the cheapest option or would you want more protection?

You’ll never get me on to any form of tightrope but if you did then I’d buy the best I could get.

Would you prefer it if the tightrope turned up one day through the post, or would you like someone to walk you through the process of setting it up and any peculiarities of that model?

If there is anything different about the model of rope I had just bought then I’d want someone to tell me about it.

What happens if it goes wrong?

Good things or bad things?

Now transpose the tightrope to accountancy.

Would you want to use a chap you’d just met down the pub? I’d hope not (I’m aware people often do) but generally when they look for accountants they want someone they can trust.

Do clients value the cheapest option more? Nope. And this is I think where a lot of accountants make a mistake. There are too many cheapo bookkeeping firms out there to compete. But you can compete on quality.

Would your prospective clients prefer you to talk them through things or do they just want a no-frills service?

I guarantee you that they like the option of being able to talk to you about their accounts and future options. They may say they don’t but…

Do good or bad things happen if you are useless?

BAD BAD things happen if you buy a tightrope from a company that is useless.


Want a completely free guide to marketing for accountants? Click the image for more details…

free guide to content marketing for accountants

So what has this got to do with marketing for accountants?

Your marketing needs to point to all the good things that accountants can do and why it’s a bad idea to buy the finance equivalent of a tightrope from a man down the pub.

What people are looking for is someone they trust, who has their welfare at heart and who will be available to talk with them about any issues that are coming up.

If you can satisfy these needs in your marketing then you are away.

This is how I help accountants with their marketing

I can help you organise your marketing plan, I can write the content and I can manage the whole process.

It’s entirely a matter for you how much of my services you want to buy and what aspects you want me to look at.

The best thing is to get in touch and let’s have a chat to see if I can help

How digital marketing can help accountants

Freelance financial services copywriter

Digital marketing is the perfect marketing method for accountants.

When you are marketing services, especially one as important as accountancy, it is important to establish trust in the client’s mind. They need to have confidence that you have the competency they are looking for.

Digital marketing works best when you are offering something of value and offering something of value, in turn, builds the trust that you need.

What are the aims of digital marketing for accountants?

In truth there are really two big issues for accountancy practices that want to consolidate and then grow their business.

The first is retaining the clients they already have and the second is acquiring new clients.

Smart use of digital marketing can form the cornerstone of both acquisition and retention strategies and won’t cost a fortune.

How digital marketing can help acquire clients for accountants

We know having a great accountant can make a massive difference to clients and the benefit, in my opinion is even more pronounced in the early days of a business.

The problem is that convincing people of the value can be hard, especially when money is tight.

This is where marketing comes in, because whatever stage a company is at in its life cycle, producing valuable and convincing content puts you in the box seats when it comes to signing up a new client.

The starting point is in developing a good website. Note that I said a ‘good’ website.

Frankly, from my point of view, most accountancy websites are pretty awful and to be ahead of the game all you need to do is to have a website that does just what it needs to.

It doesn’t need to have loads of animations and funky designs but it does need to have clear navigation, to look as good on a mobile as on a PC and it needs to have GREAT content because that’s what people are looking for.

This is the centre point of digital marketing, producing useful content that answers the questions that people ask.

Good blog articles, video explainers, podcasts and case studies are really good way to convert lurkers into new clients because they engender that confidence that people need to entrust their business to you.

If you have money to spend on marketing then why not produce a white paper or eBook and promote it to your target market? At the very least it will increase your mailing list but it will also bring in clients that will pay back the investment many times over.

Retaining clients with content

There’s a saying that there’s nothing new in the world and it’s certainly true in terms of marketing.

What has changed though is the method of delivery.

I’ve got to say that any accountancy practice that doesn’t distribute a budget update for its clients or doesn’t have a resources area on its website where they can get information doesn’t deserve to have clients at all.

Newsletters take a bit of time to put together but are an excellent way of producing a feeling of community which leads to increased retention.

A simple client directory listing area where you showcase what people do so that other clients can buy from them is a very cheap method of adding value to your offer that people really like.

A quarterly podcast doesn’t cost a lot but again shows people that you care about them and that they are getting value for their fees.


Want a free guide to content marketing written especially for accountants? Click the image for more information

get your free accountants guide to digital marketing here

How much will it cost?

This really depends on what you do and who does it.

If you don’t want to get involved but you want a decent marketing campaign then you are probably looking in the region of £1,000 upwards per month.

If however you are able to produce content yourself or if you just want to add fresh content to your site every week then you are probably looking at £50 per week.

The point is that you can scale your marketing effort to your budget and by putting in a little effort you can produce big results.

How I can help

I’m an expert professional services writer.

I can help you with SEO, blogs, eBooks, White papers and digital marketing designed to gain, retain and delight your clients.

Mail me and we’ll have a chat about how I can help.

Why accountants hate marketing

why accountants hate marketing

Why on earth do accountants hate marketing?

As someone who has crossed over from the profession to marketing I think I have the answer.

I can see it now.

I’m sat in my office and am being told in no uncertain terms that I must do more marketing.

The guy on the phone is really giving it the hard sell and the more he pushes, the less likely I am to buy even though I know he’s right and even though I am pretty sure he can help me.

Why?

Well it’s a good question and the answer is, in my opinion down to two things; Psychology and training.

Let’s deal with training first

We’re trained not to be ‘salesy’

You see, a lot of the techniques of marketing are anathema to accountants.

We’re trained to always be able to back up our numbers, resist hyperbole, keep to the facts.

Marketers are trained to ‘sell the sizzle not the steak’ and avoid confusing people with too much detail.

So you can see the problem. We come at the task from two totally opposite directions.

For accountants, marketing techniques go against everything they have been taught and when that happens people push back.

The psychology is all wrong

We have an aversion to salespeople and in our view marketers are salespeople.

I’m talking generally of course. Not all accountants hate salespeople and not every accountant hates every salesperson.

But can you see what I just did?

I had to qualify my statement. That’s an accountancy trait that psychologically we can’t step away from.

You see we’re detail people. Yes, some of it is taught but some of it is also inbred.

If someone does some advertising on our behalf and it is full of unqualified, big picture, unsustainable statements then we start to get really uncomfortable.

Try as we might we can’t bridge the gap and I am pretty sure that most marketers don’t even realise a gap exists.

So what can we do?

For accountants who know they need to do some marketing there is this chasm that they need to get over and the good news is that in my opinion there is a solution.

It’s called content marketing.

You see content marketing is all about giving the potential client something of value for free and the good news is that it can be detailed and will be accurate.

Even better than that, the hard sell doesn’t work when using content marketing.

What is content marketing?

Content marketing is simply producing something that your target market will value.

It could be as simple as a budget update or an explanation of inheritance tax or maybe a video about how to sign up for online tax accounts.

No selling, no pushyness, no trauma.

You can produce eBooks, Podcasts, Infographics, Videos – in fact, anything that your audience will value in a format that makes it easy for them to access.

Content marketing for accountants works particularly well as the profession can be a little opaque at times and it’s an area that people are desperate to find a good, authoritative source of useful information.

It gets over the training issue because we are simply doing what we have been taught to do – present accurate information, concisely and without added flannel.

It gets over the psychological issue because we’re not ‘being marketers’. We’re simply providing information and value to people who may later choose to become customers.

So how does content marketing work?

Simple. If you provide accurate and useful information you build up a bank of trust with the customer.

They come to see you as someone who is knowledgable and professional and that goes a long way when they are looking for help.

If you produce useful content then you have a ready audience who trust you and when you want to introduce a new service or let them know about tax changes that are coming up then they are listening.

When your audience realises it needs help where does it turn?

You can find out more about content marketing for accountants on my other posts – start here

Or download my free comprehensive guide to content marketing specifically for accountants here

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Get your new Accountants Guide to Content Marketing – for free!

free guide to content marketing for accountants

I’m really pleased to have finished my latest guide.

Written just for accountancy practices it details how content marketing can help to revive a tired marketing strategy.

In this guide I cover;

What content marketing actually is

How it can help your practice

The numbers – is it worth it?

The cycle of despair

The ten biggest mistakes people make with their content

And that’s not all – the guide has a step by step section detailing exactly how you should set up your next content marketing campaign.

Click below, sign up and you’ll get my guide in your inbox absolutely free!

Choosing your focus – Accountants need to target their marketing

Yellow tomato - content advice for accountants

One of the biggest mistakes accountants make when looking at marketing is not deciding who their target market is.

Often, when I ask people who they are targeting through a post they will tell me ‘everyone’.

The problem is that you end up with an unfocused and confusing message and when people are confused then they don’t call you.

Being an expert is a winner

I want you to imagine that you have a boiler in your office and it has gone ‘phut’!

You realise you need a plumber so you hit Google.

You find page 1, plumbers.

The problem is they all look the same.

Suppose there was a plumber near you

That’s a bit more interesting.

Suppose there was a plumber that called themselves ‘The office plumber’

More interesting?

Suppose there was a plumber that worked specifically for people like you – ‘The accountants’ plumber’.

This is, of course, a ridiculous example because I can’t imagine there is enough work out there for a plumber that just works with local accountants but it makes the point.

If you have a choice of two plumbers, one that works with everyone and one that works specifically and exclusively with people just like you who do you choose?

Focus is a winner

So having a clear focus for your marketing is a real winner for accountants.

Now I’m not saying that you change your practice totally just to do a bit of marketing but what I am saying is that you choose a section of society that you would most like to work with and then you design your content marketing specifically for them.

For example, let’s say you love inheritance tax planning.

You’d have a section on your website that is designed specifically to showcase this area of your talents (or ‘landing page’).

Then you write lots of content focusing on IT Planning.

And when you publicise and advertise this you direct people TO YOUR INHERITANCE TAX PAGE.

This page signposts to the content you have produced on the subject.

So to the people who have clicked on links or responded to emails the first thing they see on your site is that you are an inheritance tax planning expert.

Rinse and repeat

This is a simple formula and it works but most accountants don’t really want a practice that just does one thing.

The benefit of this approach is that it is a system.

This means it can be used again for different audiences.

So you may end up with several landing pages, each dedicated to different aspects of your business but each highly targeted to your market.

In this way you can use the learning and experience you have gained by doing 1 market and use this to target an entirely different market.

Need more information?

You can find more information about how content marketing can help accountancy practices to thrive by checking out my dedicated page here

Need more help?

I specialise in helping accountants with their content marketing

Drop me a line and we can have a chat about what you need and whether I can help