If you've been looking to attract more clients, now is a great time to do it.
With the fall upon us, more and more small business owners will be soon waking up to the fact that it's time to give attention to the financial records they've been neglecting all year. We know many of them procrastinate and don't put bookkeeping high on their priority list. But the nagging fear of having a potentially large tax bill is starting to mount.
Not knowing how much Uncle Sam will demand of them is motivation enough for many to take action to get their financial records in order… and soon.
Here are 5 simple ways you can attract more clients who are actively looking for help to build your bookkeeping practice client base before year end:
1. Join small business groups online (the ones where your ideal clients would gather). Then post answers to frequently asked questions (FAQs). That is, typical questions on potential clients' minds. These can also be turned into mini-articles on your LinkedIn profile.
Example: ‘How to capture and record out-of-pocket business expenses paid in cash?'
2. Contact your local Chamber of Commerce or Rotary Club and ask if they would like to sponsor a breakfast or lunch presentation for their members on what business owners need to do to get ready for year end / tax season. This could be a win-win way to position yourself as an expert and get noticed in your local business community.
If you work with clients virtually, do a short video presentation instead and post it out on YouTube or your business Facebook page. Then promote it on social media repeatedly over the next few weeks. (If you're an overachiever, you could do BOTH local and online presentations!)
3. Offer a free 30-minute consultation as a “get ready for taxes” bookkeeping checkup where you review the potential client's current situation and make suggestions for getting his records updated the quickest way possible (whether he engages your services or not).
Simply notify any past prospective clients that you've lost touch with about this new service. Let any other business contacts you already have know too. Be sure to post the offer on your Google My Business listing, your website, as well as your LinkedIn, Facebook and any other online profiles. Those who see it may take advantage of it themselves, or tell others who may be interested in your help. Either way, you get the word out and it's likely some of them will become paying clients.
HINT: If some of those who respond only want the free advice, set up a reminder to yourself to check in with them come at the end of January or early February to see how they are doing on their own. At that point they'll be feeling more pressure and more likely want to hire you. You could even set their expectation for your follow up at the end of that first meeting.
4. Update your online listings to highlight the biggest problem you solve for your clients. This will make you stand out as different from other bookkeepers, since most just have a laundry list of accounting functions. You know, the kind that make clients get that zoned-out glaze in their eyes. Your solution will catch the attention of those “shopping” for a bookkeeper who understands their situation and can really help.
For example, you could use something like this (but in your own words): ‘Ask us about our rapid bookkeeping catch-up service so you can finally take control of your business finances and minimize your tax burden for this year and beyond.'
5. Fan the flames of incoming referrals by letting your existing clients know that you are looking for new clients like them. Tell them about your special year-end bookkeeping clean up / catch up package available. Of course, always remember to show your clients appreciation whenever they do send you referrals. Do something nice for them for every referral they send your way.
In fact, referrals are the primary way most of us get new clients. The problem usually is that we have little control over when those referrals come in. But it doesn't have to be that way. That's why my TFB Marketing System program shows you exactly how to attract more clients using a simple, yet powerful 30-day, completely customiszable marketing system.
Whether you already have a referral program in place, or not, if you focus on implementing just one or two of these ways to attract new clients listed above, you'll be able to grow your bookkeeping business any time of year, but especially now.
Have you tried any of these promotional methods before? Did it work for you? What tips from the trenches you'd like to share?