Company executives often find themselves in a bind when it comes to bookkeeping. They know they need to keep track of their finances, but may not have the time or resources to do it themselves. This is where bookkeeping services can come in handy. A bookkeeper takes on the financial records, payroll and other record-keeping needs on a regular basis, freeing up the executive to focus on what’s important for the business. How can you sell your bookkeeping services to these potential clients?
Before you can sell your bookkeeping services, you need to understand what services you offer. What bookkeeping tasks can you do? What software are you comfortable using? What reports do you know how to generate? When you have a clear understanding of your services, you can start targeting potential clients.
Understand Your Target Market
First, take a look at who might be your target market. Who needs bookkeeping services? Do you want to work with small businesses or large corporations? Do you want to limit your services within a specific industry? When you know your target market, you can start developing a sales strategy.
Developing a Sales Strategy
Now that you understand your services and target market, it’s time to develop a sales strategy. How are you going to reach potential clients? Will you attend trade shows or networking events? Will you send out direct mailings or email campaigns? When you have a plan to address these questions, you can start working on a sales kit to reach potential clients.
Create a Sales Kit
Your sales kit is a collection of materials that you’ll use to sell your bookkeeping services. It should include a portfolio folder containing an overview of your services, a list of frequently-asked-questions (FAQs), general pricing information, and quotes from satisfied clients. Having all of this information in one place will make it easy for you to sell your bookkeeping services.
Prepare for Meetings with Potential Clients
Once you have your sales kit, you can start meeting with potential clients. Before each meeting, review the client’s financial situation and be prepared to answer any questions they may have. During the meeting, focus on how you can help the client reach their goals.
Follow Up with Potential Clients
After each meeting, follow up with a thank-you note and an overview of your proposal. If the client is interested in working with you, they’ll get back to you. If not, move on to the next potential client.
Once you’ve landed a client, it’s time to get paid. Most bookkeeping services are charged on an hourly basis or a flat monthly fee. Make sure you have a clear understanding of the client’s budget and expectations before you start work. Once the project is complete, send an invoice and follow up regularly until you receive payment.
Now that you understand which services you want to offer, how to reach your target market, and how to develop a sales kit, you’re ready to start selling your bookkeeping services. Follow these tips and you’ll be able to approach more potential clients and increase your profitability as you land those clients!