‘Tis The Season To Get New Clients!
Did you know that right now we are in the middle of the absolute best time of the year to find new clients for your freelance bookkeeping business?
Yep, it’s tax season! Many small businesses are still scrambling to get their 2007 books in order so they can have their tax returns prepared on time. Those who have not been keeping up with their bookkeeping records know time is quickly running out.
Most corporate tax returns are due on March 17th, and sole proprietorships (Schedule C filers) are due with the personal tax returns on April 15th.
The crunch is here and many small businesses owners realize they are in desperate need of help, and they need it fast.
Small CPA firms are also feeling the pain. They are loaded down with clients who show up at their doorsteps with shopping bags full of a year’s worth of receipts. These need to be tediously sorted out and assembled into some kind of decipherable records. There’s just no other way to get the taxes done. They hate the pressure of doing that kind of time-consuming work, especially now. That’s why CPAs generally charge their clients through the nose for the aggravation.
Enter freelance bookkeeper.
Even bookkeepers with only basic skills can suddenly seem like a god-send to both small business owners and CPA firms this time of year. You simply need to let them know you are available to help.
So how do you find these hungry clients who need your services? Two ways. First, be where they can easily find you, and second, use the direct approach to get their attention.
Let’s take the second approach first. One of the most effective ways to quickly get all the work you can handle with minimum effort is to contact all the small and solo CPA firms in your area.
Because of the season, do not attempt to make your first contact with a phone call. They are so busy that if you are out of sight, you will be out of mind as soon as the phone call ends. Better to go by their office in person, preferably first thing in the morning when it is the quietest, and drop off your business card.
If one of the CPAs is available to speak with you, get right to the point and focus on how you can help him or her with their overload bookkeeping work. Do not take more than 10 minutes of their time! You will know very quickly if they want your help or not.
A word of caution here. If you also have tax experience, do not mention it unless that would be helpful to the situation. You do not want the CPA to feel vulnerable, worried that you will steal his/her tax clients away. Instead, let them know you are on their side, ready to support them and make this crazy time of year easier on them.
On the other hand, if no one is available to speak with you when you arrive, simply leave your business card, along with a pre-written, professional letter explaining the reason why you dropped by – what you would have said in person. You can then follow that up with a phone call the next day. Again, try to call at a time when it is most likely quiet, either first thing in the morning or shortly after normal business hours.
Building alliances with CPAs will be one of the best ways you can grow your business quickly and get top-rate experience. And of course, if they are pleased with your work, you will likely continue getting work from them after the primary tax season has ended. Remember, many, many businesses go on extension and won’t actually file their tax returns until September or October. CPAs are also a great source of referrals, once a relationship has been established.
Additionally, if you want to work with your own clients individually, they are also very easy to find this time of year. Some no-cost ways to get them to contact you is to post your services at the public bulletin board at the supermarket, coffee shop or library.
If you are a member of your local Chamber of Commerce or other business organization, give the executive director a call and let her know you are available to help the members of the organization to get their books in order. Offer to drop off a short stack of your business cards that she can use to make referrals.
And of course, be sure to post a free add for your services online at Craig’s List. You’ll also want to keep an eye on the ads for those who are seeking a part-time bookkeeper. It’s amazing the amount of local business you can get immediately from this well-known, free resource.
The clock is ticking! There’s really no better time to jump in and get your feet wet with your first few clients than right now. Take at least one of the above suggested actions this week. Because as they say, timing is everything! 
~Gabrielle