The Freelance Bookkeeper

As freelance bookkeepers, we can learn several valuable lessons from the company that has created some of the most popular tools of our trade: Intuit, the makers of Quicken and QuickBooks.

Currently, if you go to the Quicken website, you’ll see that Intuit has introduced Quicken Online. They are inviting new users of their personal financial software to use it…for FREE! The offer states that Quicken Online is, “100% free 100% of the time.” It is not a trial offer!

Okay, so we are freelance bookkeepers who do the books for businesses. Why should we care about this offer Intuit is making to consumers for do-it-yourself personal financial recordkeeping?

FREE Always Gets Attention

A lot can be learned from the way Intuit is positioning this new SERVICE! In case you didn’t know, the world of software programs is quickly moving online. You will see more and more desktop applications becoming services that will be offered online for a monthly fee. So Intuit is offering the SERVICE of access to their new Quicken Online software. And they are building their initial customer base by offering it for free.

Can you think of other computer programs that have established a rock-solid business because they give away some of it for free? What about Adobe Acrobat? How about Microsoft’s Internet Explorer? Or what about the “lite” versions of different software programs that are shipped with new computers? All of these are designed to attract new customers and make it VERY EASY for them to use the new product or service, and, after they’re hooked, come looking for more…for a price.

So my question is, how can we apply this principle to our businesses to attract new clients?

Give It Away?

Now I’m not suggesting that you give away your services for free. But you may be able to give a small workshop for a local chamber of commerce periodically with helpful information on how to set up business books, or save on overhead expenses and taxes… for free. Speaking at local venues is a fantastic way to gain visibility and credibility in your business community, as well as gather prospect leads and build relationships.

During the traditionally slower summer months, consider contacting your local CPA firms and offer to do a mini-seminar privately for their clients to identify and/or clean up common recordkeeping or QuickBooks problems. If you are a specialist in QuickBooks, you may also consider doing a free or discounted fee QB training hosted by the CPA. This will make the CPA look good, build a strategic alliance and likely get you a few new training, consulting or bookkeeping clients.

The only caution here is you want to make sure that you are playing win-win with the CPA. They are generally not a trusting bunch. It is best to build a relationship first. So you may want to propose your idea after getting to know them better by taking them out for lunch. Then after they “know” you better, discuss a way that you can both create new business over the slow season. Look for ways where you can complement his or her practice, not compete with it.

If you are shy to speak in front of a group of people, you could at least come up with a tips sheet that explains the biggest mistakes most clients make in keeping their records, or using QuickBooks, or some other common issue you see clients struggle with. Then provide quick and easy solutions. You could then provide this information as a free give-away that you can send to your own clients, and ask them for a referral. Additionally, provide them to your local CPAs, Chamber of Commerce, or Small Business Development Center to be distributed as a freebie.

All of these methods will get the word out about your expertise, your services and your contact information. And when you give away something valuable for free, the clients that you help will soon trust you, tell others, and stick with you. Local CPAs will know that you are a professional they can trust, which will build some of your most profitable strategic alliances. Does it get any better than that?

Taking a cue (er, I mean “Q”) from Intuit by offering a valuable service or helpful information for free. Use it to build trust and relationships with local referral sources, clients and prospects alike. Take action now and get the word out about your business, and you’ll be perfectly positioned when the fall rolls around and everyone needs help to get their books in order for year end and the 2009 tax season!

So which of these ideas are you going to put to use in your business this summer?

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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 http://TheFreelanceBookkeeper.com

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