It’s an important question.

I was reminded of this the other day when I happened to see an email that was sent to a potential bookkeeping client by an accountant.

The email left the potential client confused and overwhelmed. And this is also how it goes when I see fellow freelance bookkeepers attempting to offer their services to their potential clients too, whether in person or in writing.

The email was intended as a way to persuade the potential client into doing business with the accountant by illustrating the services he had to offer. In his lengthy message he ran through a technical list of all the customized functions he could perform for the client.

Whenever we do that, we often defeat our purpose and snag far fewer clients than we could, for several reasons:
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• We don’t realize we are using our own accounting jargon, which the vast majority of our clients don’t understand (Accounts Payable, General Ledger, Balance Sheet, Adjustments, etc.) They have no idea what we are talking about, and worse yet, it does not communicate ANY value to solve their problems
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• We tell them WHAT we can do laundry-list style, instead of demonstrating how we can truly BENEFIT their business. In an effort to show how experienced and knowledgeable we are, we often make what we do sound like a lot of work and complicated. Again, this defeats our purpose because it doesn’t communicate value to the potential client
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• We are oblivious to the true needs of our potential clients. Instead of asking questions and finding out what they really WANT, we tend to tell them all about us and what we do and what we think they need.
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Do you really know what you have to offer your clients? How is what you do for them different than what other freelance bookkeepers offer?

If you don’t know the answers to those questions, you will be treated as a commodity, just like any other bookkeeper they can find online.

Likely, more than a few of your potential clients will try to get your rates as low as possible, since your services provide nothing of particular benefit to them, at least none that you are communicating.

And that’s the crux of the problem. Do YOU know what unique VALUE and BENEFITS you are providing for your clients? It is impossible to offer value that your clients will be willing to pay for if you are not crystal clear about the value you provide them yourself.

In my own business history, I’ve found it extremely helpful to come up with a short “elevator speech” which is what you say to someone that you meet in person who asks you, “What do you do?” It is a short blurb you give to help show WHO your ideal client is and WHAT you do for them.

But I think we need to dig deeper and know what our core offer is that we are offering as individuals and as a business. In fact, here’s a great short video I saw by Jim Edwards (my own marketing mentor) that really boils it down to four main components. These help you enter the conversation that is going on inside your client’s head when they are considering hiring you to do their bookkeeping. It’s definitely worth watching.

“Your #1 Business Problem” (6 min video)

And according to Jim, you have to be able to communicate what you have to offer in only 3-5 SECONDS! Wow! But if you think about it, that’s what Federal Express has done, and it’s easy to remember. That’s very powerful.

“When it absolutely, positively has to be there overnight”

Companies sometimes come up with a slogan that communicates their true offer (and sometimes they don’t) So it got me thinking about what my own true “sweet offer” is. Hmm…

It really takes some thought to come up with just a few well-chosen words that “say it all” about what we have to truly offer our clients.

So, I’ve decided that it’s time to come up with a laser-targeted short phrase for my own business. Care to join me? What is the essence of the VALUE you provide your clients that you can express in 3-5 seconds?

We can do some brainstorming and then share ideas and compare notes. I’ll also do a follow-up post when I’ve come up with just the right “sweet offer” for my own business and share it with you.

It sure does seem that we can always improve how we communicate to our clients and our prospective clients. And being able to get absolutely clear on what VALUE we have to offer is probably one of the most important bits of communication we all really need to master.

What do you think? How do YOU communicate what value you provide your clients that sets yourself apart from all the other freelance bookkeepers in your area?

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No, I’m not talking about your future hopes and goals for your bookkeeping business. I’m talking about all the buzz surrounding what’s called “cloud computing,” and how it is affecting the way we work with our clients.

Technology is moving quickly, and since the vast majority of freelance bookkeepers perform their services using a computer (as opposed to manually with pencil and ledger paper), this is important to understand  and prepare for, because it’s coming fast. In fact, it’s already here!

What Is It?

In reality, you are probably already using cloud computing yourself, if not using it with your clients.

Here’s a simple definition: “The term cloud is used as a metaphor for the Internet…Typical cloud computing providers deliver common business applications online which are accessed from a web browser, while the software and data are stored on servers.”  (If you’re the techie type, you can read all the gory details on wikipedia.org)

In practical terms, this means software applications that are web-based are what’s known as a SaaS (software as a service) and/or virtualization. QuickBooks Online Edition is an example of a paid SaaS, and Gmail is an example of a free online application.

Here’s a 5-minute video that explains how cloud computing works.

How Does This Affect You?

We’re going to see more and more “cloud” software and services everywhere, and for good reason. More and more people are working together virtually, whether they are physically located across town, or across the globe.

Having anytime access to vital software applications is not only convenient, it is especially practical for business owners who do a lot of traveling. They can work on cloud-based software from any computer with Internet access. This is more productive and efficient. It is also a great way for you to work with your clients when keeping their books.

But it’s not without it’s downside too.

Cloud Resistance

When first introduced to the concept of using a bookkeeping program (such as QuickBooks) as an online service or on a hosted server in the clouds, most small business owners are initially afraid. They fear that their sensitive financial data is not safe and secure if it is residing “out there somewhere” on the Internet.

While care should be taken when choosing an application hosting service (when using QuickBooks desktop softare on a virtual server), generally speaking, hosted applications are far more secure than what our clients currently have in place on their own in-house computers.

Some clients are comfortable moving forward with new technology. Some will resist it for years to come.

What To Do About It

There are opportunities to be pursued, depending on how you want to position your business and the clients you want to serve. Cloud computing will continue to grow. Decide on how you will provide your bookkeeing services, and then pursue the clients who are in sync with your business goals.

Here are a couple choices:

1. Embrace the new technology and work virtually (or more virtually) with your clients.

If you’re not already working with clients on a virtual basis, but instead, are shlepping to their office to work on their computer to get the books done, you will find that you will become much more productive working from your own office. You save time and travel expenses, and you can serve more clients in a day or week than you can if you work on-site.

You may also be able to raise your rates, as you act as consultant and guide your clients on how to work more efficiently and conveniently by not only using QuickBooks (or other bookkeeping application) in a hosted environment, but also other key business applications if they have workers who are telecommuters or physically located elsewhere. You’ll be educating your clients on how taking advantage of cloud technology reduces costs and increases productivity in a convenient way. That’s a valuable service you can charge for.

(Can you guess which side of the cloud I’m on? )

2. Stick with the “old fashioned” way, and specialize in what is most comfortable for less tech-savvy clients.

There is a significant segment of the small business market (mostly small mom and pop type clients) that is rather leary of new technology and will not want to have their financial records anywhere else except “safely” in their own office.

By catering specifically to that type of client, you can build your business quite easily, since there will always be some who will prefer the lower tech option and the relationship-building face-to-face service provider.

Make Your Choice And Run With It

Providing bookkeeping services through the Internet is only going to expand and grow with time, as more and more small businesses will become dependent on the clouds to handle more and more operations.

You just need to decide how much you want to get involved and be ready to seize the opportunities that emerge either way. There are plenty of opportunities to go around. You just need to pick one and run with it.

So tell me, will YOU be taking your business to the clouds?

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Recommended Resources:

QuickBooks Online Edition – not as robust as the QuickBooks desktop software, but useful for virtual businesses that have multiple users who need real-time access from remote locations (including a bookkeeper).

Right Networks – secure and stable application hosting service QuickBooks and other “off the shelf” desktop software applications

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Have you heard all the hype about using social media to market your business online? How much of it is hot air and how much of it is true? Is it worth the time (because that’s what it really costs) to get out and mingle online?

These are questions I’ve been investigating myself. And this video is something that got me to start paying closer attention.

Social media is definitely not a fad – but how can we use it to help grow our client base as freelance bookkeepers?

First, we must remember that the basis of social networking is relationships. It’s about connecting with people, not selling your services directly. It’s attractive because it’s social and interactive, not to mention fun. It’s about everyday life and connection.

The reason that social networking does makes sense from a business standpoint, however, is that wherever people tend to gather, conversation often turns to asking for recommendations when in need of products or service…or discussing what’s new, what’s been happening at work and at play, including unsolicited testimonials about products and services. Social media fosters powerful word-of-mouth referrals in a natural, softer sell platform.

Careful! It’s a Double-Edged Sword

While everyone loves to buy, they hate in-your-face sales pitches. That’s a no-no in social networking. They also don’t like to be manipulated. So if you try to work the system, the smell of sleaze will come through and hurt your reputation big time. And of course, negative gossip spreads like wildfire online!  So don’t give them a reason to spread the wrong message about you.

To make social networking work in favor of your business, you have to be a real person and build real relationships. If you hate the direct approach to selling your services, however, then this is music to your ears.

All you need to do is be conversational and enthusiastic in a genuine way about what you do and what your company has to offer. The idea is to attract clients and prospect. Not to sell directly to them. Telling stories about how you’ve been helping others is a great way to do this. (Just make sure you don’t disclose anything confidential!)

In time, social networking automatically builds your expert status and your brand using your name and face. Everything you do online will ultimately reflect on your image. So also be aware of the inherent transparency of your interactions online. Because you never know who’s watching you and the lines between personal and business will blur, make sure you don’t post anything you don’t want everyone on the planet to know.

Social Media Is Not a Marketing Quick-Fix

You will not build your business overnight with social netowrking. It takes time to build relationships. And social sites like Facebook and Twitter can suck a lot of your time without you even realizing it, if you’re not careful.

To make it work, therefore, schedule a set amount of time to spend consistently on your social marketing efforts. And be disciplined about it.

Similar to in-person networking, you need to do it on a regular basis. But the rocket fuel is that online networking has a much wider reach. So, if you work virtually with your clients like I do, this is an especially important tool in your marketing toolbox.

So far my conclusion is that social marketing does indeed make sense, when kept in it’s place. It appears to be an important, cumulative way to help stabalize and grow your business over time. But because of its seductive, time-consuming  social nature, discipline is needed to keep it productive.

I’ve been planning 30 minutes a day, and so far, the results have been good. Fostering solid relationships on a regular basis is what builds word of mouth referrals. And referral sources are a key to long-term success as a freelance bookkeeper.

I’m still learning how to hone my online marketing skills, so I’ll keep you posted as I learn the ropes more thoroughly. But here are my best suggestions so far:
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1. Be clear on who your target market is (Ideal Client) and find where those people hang out online. Then join in the conversation, being willing to share helpful info to build your expert status.
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2. Start with just one or two social networks, and grow from there. Twitter is the easiest place to start.
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3. Be yourself, but stay professional. Focus on building relationships and adding value. Don’t be afraid to let folks know what you do in a conversational rather than salesy way.
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4. Make your time count by setting a schedule and sticking to it.
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5. Track what you are doing and what the results are. Do more of what’s getting the best results.
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So if you haven’t jumped on board with social media yet, it’s time to get your feet wet and get some exposure and brand recognition online. The best way to learn how is by doing.

Have you already been using social media with good results? Let’s hear about it!

What tips can you share on the best way to build relationships and spread the word about outsourced bookkeeping services through social networking?

Leave a comment below and let’s get a productive conversation going.

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Gabrielle
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Resources

How to Market Your Busienss with Facebook – NY Times

Twitter Guide – courtesy of makeuseof.com

Have you found that the recession is causing some of your clients to take a hard look at reducing expenses? Is that making them consider the idea of taking their bookkeeping in-house?

If so, don’t panic. There is actually a golden opportunity here, if we look a little deeper.

The first reaction most business owners have when they see a sudden (or not-so-sudden) dip in revenues, is to tighten the belt on their expenses. And unless they are aware of the true value of your services, they may target their outsourced bookkeeping expense for elimination. “It’s just simple data entry,” they may think.

Of course, we know that accurate bookkeeping involves far more expertise than simple data entry. But sometimes our clients don’t fully realize that.

What To Do About It

Before I show you how you can turn this into a golden opportunity, let me tell you what NOT to do.

Don’t sound devastated when your client breaks the news. If you sound rattled and scared to lose their business, that will only make them not want to discuss alternatives with you. (They likely feel awkward talking to you about it already.)

Instead, step into the role of consultant and explore whether this change truly is the best option for your client’s business success. To do this effectively, you MUST get out of your own way!

DO NOT worry about losing the client. Really. This will likely turn out to be a good deal for you whether the client wants you to continue doing the bookkeeping or not!

Focus fully on your client’s welfare for the moment.

DO look for how you can assist your client to make the best possible decision for his / her success. You will stand out from the “typical” freelancer in this situation. And you will be setting yourself up for success.

Here’s why.

If, in fact, it truly would be a wise decision economically for your client to do the books on his/her own (although, most often, this is simply not the case), some training is definitely going to be needed. Maybe a lot of it. Aren’t you in the best position to provide that training?

Even after the client has been adequately trained (and the client isn’t overwhelmed by what it really takes to get the books done right), s/he will probably need ongoing support. This is especially true if s/he is using QuickBooks. This service alone could actually save the client from making a big mess that will cost much more to clean up in the long run.

You could even offer to do the bank reconciliations and/or set up a regular review of the books on a monthly or quarterly basis, just to make sure everything stays clean and up to date. The client may find this an invaluable service that won’t break the bank.

This type of arrangement is good for your bottom line too because your fee as a trainer and consultant should be at a higher rate than what you’re charging for basic monthly bookkeeping services.

Positioning Yourself As A Consultant

The most important factor in pulling this kind of transition off is to really listen to your client and hear where the pain is coming from. You want to provide highly valuable solutions that your client will appreciate.

If your client really does want you to continue doing the books, but they are simply looking to cut overhead, offer suggestions for where else in their business they might cut some fat that will provide short-term as well as long-term results. Show them how to find these opportunities in their financial reports.

I’ve seen clients whose sole reason for taking back the books was to save money. But they had no desire whatsoever to keep track of their finances. So they soon found themselves in hot water because their bookkeeping records quickly became a disaster. And then, of course, they had to pay big bucks to have their accountant clean up the mess at tax time. Not smart.

Save your clients from this pain and offer a great solution that works for both of you! (Remember: Win-Win)

So whether they keep you as their bookkeeper or not, help your clients to avoid the penny-wise-and-pound-foolish mindset by showing you really care about their success. If needed, help them tighten the belt (as well as identify ways to pull in more revenue) by transitioning to the role of business consultant.

As a valued advisor to your clients, you will make your services indispensable, increase your rates, and hold on to top-notch clients for life.

Who knew the recession could turn out to be such a blessing in disguise?
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~Gabrielle
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Resources

If you are looking for ways to become a QuickBooks trainer or consultant, consider these helpful resources:

QuickBooks ProAdvisor Program – QuickBooks software, training, certification and Train the Trainer resources included in the ProAdvisor Program

Successful QuickBooks Consulting – This is a helpful guide to starting and growing a consultant business that focuses exclusively on QuickBooks. Highly recommended.

In my previous article, The Freelance Bookkeeper’s Credentials, we discussed the training and certifications most often recommended for bookkeepers who gear their business toward straight month-to-month write-up work (aka typical bookkeeping services) for their clients.

If you remain as a one-person business (and you don’t plan to grow your company in the traditional way by hiring employees and/or subcontractors), however, there is a downside.

Your earning capacity is very finite. As a solo bookkeeper, you generally cannot actively handle more than 10 or 20 clients at any given time. Of course, the number of clients you are able to serve is also affected by their business volume. But once you reach your capacity, you will likely need to turn away any new clients that come your way. And then the only way you can make more money is to raise your rates.

That is not a bad thing, just a limitation to be aware of.

Working alone as a solo freelancer may also severely limit your schedule flexibility, since you will have a good deal of labor-intensive work to deliver every single month.

However, viewed from a more positive angle, if your income goals are quite modest and you prefer the relative income security of doing month-to-month bookkeeping, this business model might be the perfect fit for you. And these days there’s something to be said for stable cash flow and a predictable workload.

So what’s my point? It’s this: Doing monthly bookkeeping work is just one option; it’s not your only option as a freelance bookkeeper. Not by a long shot.

Bigger Goals and More Adventure

If you already have substantial bookkeeping experience and have a firm handle on accounting mechanics, AND you’re the type who would feel tied down or bored working for the same clients doing the same work month in and month out, then maybe positioning yourself as a consultant is a better fit for you.

As a consultant, you can charge much higher fees than a bookkeeper generally can. So it is easier to build your business to the six-figure level, without the need to hire employees.

Additionally, there are different types of consulting service you could provide. In my own experience, there are many business owners who are starved for someone to fill the role of their business consultant. Because bookkeepers have an intimate view of the numbers, you are in a unique position to fill the gap left by many accountants who see their clients only at tax time.  If you have the experience and inclination to work with your clients from a big picture perspective, consider this type of consulting.

Other consulting specialties might have to do with cash flow or credit management, or dealing with employment issues, or even tax planning, if you have those types of qualifications.

But no matter which consulting needs you fulfill for your clients, you will be working with QuickBooks. No doubt about that. Transitioning or building your consulting services around QuickBooks is a natural – and lucrative – option all by itself.

The two main areas I’ve seen that work well are QuickBooks training and troubleshooting. There is also a high demand for set up of new QuickBooks installations.

QuickBooks Credentials

As with bookkeeping credentials, you have several choices. And whenever new freelancers ask, I have a definite opinion about which certification(s) I recommend.

Intuit, the makers of QuickBooks, provides two certification programs for their software – one for users and one for accounting professionals who want to become what they call ProAdvisors. If you want a professional credential that you can highlight to your clients, being a Certified QuickBooks ProAdvisor gets my highest recommendation. One of the big reasons I recommend it (besides the fact that the ProAdvisor program provides you with many, many excellent tools to build your QuickBooks consulting practice), is because of the credibility you get with being certified by the company that makes the program!

Among others, there are also certification programs available through NACPB and Universal Accounting. Now to be fair,  I have not thoroughly evaluated the content of these programs, so I cannot make a recommendation either way. They are likely to be helpful for expanding your knowledge of QuickBooks as a service provider, to be sure. But as a certification for credibility with your clients, they will not carry as much weight as the one provided by Intuit.

If you are not so concerned about having a certification for marketing purposes, but more focused on a deeper working knowledge of QuickBooks itself, my best recommendation for learning the program inside out is the training (and they also have a certification program) provided by the Sleeter Group. The depth of their training information is second to none. They also have an in-depth QuickBooks Consultant’s guide that will be your best friend when working in the trenches.

It’s Always a Package Deal

As with most businesses models, being a consultant is a package deal too. Yes, you can make more money and have greater flexibility over your schedule. But you may be exposed to a possible roller coaster income ride too. When you work on a project basis, you are more likely to have many gigs all at once, and then suddenly nothing.

There are ways to even out the cash flow to make it more steady as a consultant. But that is a topic for a future article. I just want to let you know that you may have to watch your step if you decide to move up to the world of consulting. Though I personally prefer it.

If you want to explore the world of QuickBooks consulting, I’ve included a couple of excellent books on the topic in the Resource list below that you should look into before you make the leap.

Bottom line: Both business models have their advantages and disadvantages, and you may even decide on a mix of both typical monthly bookkeeping services and consulting projects. Just always remember, you are the boss and that’s why they call it FREElancing!

Tell us about your plans, or if you’ve had experience with any of the QuickBooks certification programs, how have they worked for you? Comment below and let’s tawk!

Gabrielle

RESOURCES

Successful QuickBooks Consulting

QuickBooks Solution Guide

QuickBooks Certified User Program

QuickBooks ProAdvisor Program

NACPB QuickBooks Certification

Universal Accounting QuickBooks Specialist Designation

The Sleeter Group

One of the most common questions I hear about becoming a freelance bookkeeper is, ‘What credentials do I need?’

The real answer to that question has more to do with the type of freelance business you want to build. But for the purposes of this article, we will assume that you are focusing on handling the month-to-month bookkeeping of your clients as their sole bookkeeper.

You’ve Got Choices

I’ve found that most freelance bookkeepers are concerned with the technical skills needed to provide quality service. Of course, that is a good place to start.

So, if you’re starting from zero, the first step is to learn the ropes academically. Here are a few choices to consider:

the basics you need may be available locally in a classroom setting. Check a nearby community college or continuing education programs to see if there are any live classes offered for bookkeeping certificate programs.

If that is not available in your area, or you can’t fit classroom training into your schedule, you may want to consider self-study training courses available online. Penn Foster Career School offers a couple of choices for self-paced training that are good quality.  You can either get a Certificate in Accounting or take their Bookkeeping program.

Universal Accounting’s Professional Bookkeeper training is another option.
This training is a self-study program that takes the traditional paper-and-pencil approach. It is a course that centers on small business bookkeeping, designed and taught by a CPA. It also includes a module on practical steps for starting your freelance business.

Are You Certifiable?

If you already have a good understanding of bookkeeping principles, but want the credibility (and confidence) that comes with a few letters you can add after your name…

AIPB’s Certified Bookkeeper training which provides the CB (Certified Bookkeeper) certification is probably your most economical and recognized option for a professional bookkeeping designation. This is a thorough self-study, traditional debits-and-credits approach from the oldest industry association for our profession. I suggest that you pursue this after you already have a good, basic understanding of bookkeeping under your belt. You will also need some on-the-job experience in order to qualify for the certification.

NACPB’s Certified Professional Bookkeeper training provides the CPB (Certified Public Bookkeeper) designation. This is another self-study training option geared toward those who wish to start their own bookkeeping business, created by a CPA.

Of course, the best training, after you have the academics down, is real-world experience. But you can only get that kind of “training” by actually doing client work.

There are a variety of ways to get that hands-on experience, which range from offering to do the books for a friend or two who own businesses, to subcontracting from an established freelance bookkeeper, to working directly for an accounting firm. Working as an accounting temp may also give you the opportunity for varied experience, if you can land gigs with small businesses. (Experience with large corporations will be of little help in running your freelance bookkeeping business.)

Of course, it goes without saying (though I’m saying it here), you will also want to set up your own set of books and keep good records to apply what you’ve been learning AND see how it feels to be a business owner!

Finally, when you’ve got the bookkeeping principles and practices firmly ingrained, there will be one other major learning curve to tackle in the freelance bookkeeping puzzle. You must learn to use QuickBooks. The vast majority of small businesses use this software, and you will need to learn to use it correctly and well. Just knowing accounting principles does not mean you know how to use this “user-friendly” software accurately.

There are many bookkeepers (as well as CPAs!) who think they can just “fake it” with QuickBooks. That is certainly not the case, and those who do, often cause their clients frustrating problems rather than providing quality services.

So in my next article we’ll tackle this topic – Which QuickBooks credentials and training do freelance bookkeepers REALLY need?

In the meantime, if you need to brush up on your bookkeeping know-how, or start pursuing a certification program, for credibility and confidence before starting your business (or to enhance your existing services), then check out the options above and take action this week. Then let us hear about your success!

Remember, in tough economic times, small business need to have clean books more than they do in fat economic times. Opportunities abound in any economy for qualified freelance bookkeepers.

Of course, if you have questions or experiences you want to discuss about bookkeeper credentials, go ahead and click on the Comment link on the right side below my name below! I’d love to hear your thoughts on this (sometimes controversial) topic as well!

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Gabrielle

It’s a great time to be a bookkeeper and finding new clients will cost you only a bit of time and effort, even if you are just starting out.

Let’s take a quick look at just a few bootstrapping strategies for building your client base that you can put into action immediately.

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1. Networking, Networking, Networking

Referrals are usually the main source of new clients for freelance bookkeepers. Networking is a key method of getting those referrals flowing your way.

There are a gazillion ways to network, both locally and online. The nice thing about networking is, it is a soft way to let others know about your services without coming off salesy or pushy.

Relax. The most effective way to network is to just be yourself. Focus on meeting people and get to know them, and in the process, just let them know the benefits you offer to those who are in need your services. Be sure you always have business cards with you to leave with those who may want to contact you again.

Here are some easy places to find networking opportunities.

Locally:

* Chamber of Commerce

* Community Groups

* Talk to the service providers you use (Pizza shop, dry cleaners, etc.)

* Family and friends (be sure they know what you do and ask if they know anyone who might need your help).

Online:

* Social Networks – a few of my favorites are Women Owned Network; LinkedIn; and my latest discovery, FindVirtual

* Email – reconnect with past friends, acquaintances and clients, and be sure to send it from your business email. Sign your messages using a “signature” that is a one-liner for the benefit you provide, along with your contact information.

* Blog Posts – If you are subscribed to any blogs, you’ll want to post comments regularly and include a “signature” with a one-line blurb about your business and include contact info.

* Forums – same idea as blog posts. If you use QuickBooks, you SHOULD be involved with the QuickBooks Community forums.

INSIDER TIP: If you are well-versed with Quicken software, you have an opportunity that appears to be greatly underserved! There are A LOT of businesses using Quicken to keep their books! Participate in the Quicken forums and you’ll likely find clients who REALLY need your help!

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2. No-Cost Advertising

Online Directories are still a great no-cost way to pull in inquiries. These listings will show up when people are looking for bookkeeping services on the Web.

Here are a few of the good ones:

http://listings.yellowpages.com/
http://listings.local.yahoo.com/ (must have a Yahoo ID)
http://advertising.superpages.com/spportal/business-listing (SuperPages)
http://www.google.com/local/add (must have a Google acct)

Online Classified Ads are another way to let new clients find you. Craigslist is probably the most lucrative one you’ll ever find. You can run an ad for three weeks at a time for free. You’ll also find classified ad areas on both the QuickBoooks and Quicken Community Sites.

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3. Proactive Marketing

Search Help Wanted ads for part-time bookkeeper in newspaper listings. Most of these potential clients will want you to work onsite.

Many local newspapers publish their Help Wanted classified ads online too, so get in the regular routine of checking their website listings for a constant supply of fresh leads. And of course, you should check Craigslist for your area.

If you are able to work remotely with your clients (thus removing geographical limitations), you can even search Craigslist nationally.

Here’s how…

Contact local CPA firms. As I’ve suggested in previous articles, it is important to cultivate these relationships, since they are a great source of quality referrals.

From now through the early part of the new year, many of their clients will be scrambling to get their books in order to prepare for year-end tax planning and tax season in general. It’s therefore the perfect time to offer your services to local CPAs. They may hire you themselves, or refer you to clients in need.

Just remember that you will have to win their trust first, so be prepared to offer them references or a “free trial” period so they can see the quality of your work.

Other companies who you can partner with for referrals and complementing services are payroll service firms, office supply stores, and printing shops. You may even want to partner with other bookkeeping firms for subcontracted work or mutual referrals. Just be sure to seek ways to complement their services, not compete with them. Always think win-win.

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4. Quick-Fix, Short-Term Opportunities

If you’ve tried the above methods, but results are not coming fast enough for your budget, you can always take on some temporary work to fill the gaps until you build up your ongoing client base. AccounTemps is a great place to start, since you will command a higher rate than with a general temp agency. Of course, this will be far lower than your typical billing rate.

Recently, I was contacted by H&R Block who is apparently seeking experienced tax preparers for the upcoming season. If you do taxes, this might be a quick fix if you are cash strapped. If this is an option you want to consider, I suggest inquiring at your local H&R Block office, since I am not sure of the specific requirements for this new arrangement.

Keep in mind that with both of these options, they should be considered a last resort. Working as a temp bookkeeper or tax preparer will not really grow your business because you will be restricted from soliciting new clients from their customer base. But it will add to your experience and promise some guaranteed cash for a short while.

If you’re a bootstrapping freelance bookkeeper, the opportunities to pull in new clients truly abound. So what are you waiting for? Get to it this week! Then tell us about YOUR bootstrapping success!

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WANT TO USE THIS ARTICLE IN YOUR OWN BLOG OR E-ZINE? You have permission to re-publish it, as long as you include the following author’s bio and link:

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Gabrielle Fontaine, PB is a freelance Professional Bookkeeper and Certified QuickBooks ProAdvisor. She also publishes an interactive blog especially for bookkeepers who are ready to break free and run their own home-based bookkeeping service. Get more information at www.TheFreelanceBookkeeper.com

When you decided to start your own business, did you realize that you’d chosen something that ultimately only about 5% of the general population ever accomplishes?

If you succeed and prosper with your business, you are part of a very exclusive club indeed. That’s because far and away the majority of all small businesses fail. We’ve all heard the bleak statistics.

But why do so many fail so miserably?

Often it’s because when success isn’t realized as quickly and as easily as expected, most would-be entrepreneurs just throw in the towel and give up. They conclude that they just can’t do it.

But is there a secret key to running a successful small business that most everyone is missing? And do you need that key to start a profitable freelance bookkeeping business as well? Yes, there is, and yes, you do.

Since I started writing articles like this one, more than a few people have approached me for advice on going freelance. In fact, just this week I was chatting with a CPA who has been working closely with many small businesses for over 10 years. He’s seen firsthand those that have succeeded and those that have failed. A few weeks ago he resigned from his job. He’s decided to start his own accounting practice.

But there’s a problem.

He confided that now he is quite worried about his plan. In fact, he told me that if a high-paying offer from another employer should happen to fall into his lap, he’ll immediately abandon his entrepreneurial aspirations.

I have serious doubts about whether he’s got what it takes to make it in his own business.

And then there’s the case of a young woman who has a good business sense who used to call me periodically for advice on setting up her freelance bookkeeping service. Not long ago, she missed our telephone appointment. I haven’t heard from her since. On that call she was supposed to have come up with her own version of a client contract that she would use in her new business, based on some guidance I had given her.

It seems that she may be missing the key as well.

I could go on with many more real life examples, but I bet you’d rather know exactly what this key is, and more importantly, figure out whether you’ve got it or not!

The key is positive, proactive persistence.

Back in 2005, an article in Psychology Today stated, “Psychologists have found that the ability to persist in the face of obstacles is at least as important a factor in success as is talent.” 

Chew on that for a minute.

Habit #1 in Stephen Covey’s The 7 Habits of Highly Effective People is, “Be Proactive.”

And the power of positive expectations has been studied and documented in medicine as well as education, time and time again. They are known as the Pygmalion effect and the Placebo effect.

Is it any wonder that the combination of a positive, proactive persistence in the building of your business just might make a significant difference when it comes to your success?

Persistence is extremely important when you work for yourself. You must take the initiative to keep the billable work coming in to pay the expenses. The ability to persist with positive expectations in the face of obstacles when the going suddenly gets bumpy will serve you far better than an alphabet of academic designations strung after your name ever will.

Calvin Coolidge really hit the nail on the head when he said…

“Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”

So what does all this mean for you and your freelance bookkeeping service?

It doesn’t take any special genius or talent to succeed. You might want to learn the technical skills involved in doing the bookkeeping work. But then again, that’s not absolutely necessary. You could instead, hire someone else who’s far more skilled than you are at doing the billable work, if you want. It’s really not the technical skills of bookkeeping that will make your business prosper.

It’s your determination to use the true key to success: Positive, proactive persistence. If you do, sooner or later you will reach your goals.

It’s “sooner or later” because you will also make mistakes along the way. There’s no doubt about that. You’ll face many problems too. You may even need to work much longer and harder than you ever imagined necessary. But if you refuse to give up, if you proactively keep paying attention to what’s working and expect success, you WILL make it.

Be determined to do it and don’t give up!

A line from the song that has become the theme for my own business success is from ”Icarus Ascending” by Dan Fogelberg. The line is…

“There is a gamble in each proud act of flight,
but the losses pale before the winnings.”

I truly believe this, when it comes to taking your business to the next level. If you do too, then be determined to always use the key to success to reach your goals–positive, proactive persistence–and it will unlock the door to winnings for you as a freelance bookkeeper.

Now you know the secret.  So the next question is, what are you going to DO about it?

***Special Resource***

This neat little video (created by my favorite business mentor, Jim Edwards) reminds me why I went into business in the first place. It’s truly inspiring. You will also see the tool I now use to put positive, proactive persistence into action in my business every day. Enjoy!—->Watch Video Now

WANT TO USE THIS ARTICLE IN YOUR OWN BLOG OR E-ZINE? You have permission to re-publish it, as long as you include the following author’s bio and link:

Gabrielle Fontaine, PB is a freelance Professional Bookkeeper and Certified QuickBooks ProAdvisor. She also publishes an interactive blog especially for bookkeepers who are ready to break free and run their own home-based bookkeeping service. Get more information at http://TheFreelanceBookkeeper.com