What actually matters when running a bookkeeping business?
Many bookkeepers are filling their time with menial/meaningless tasks that make them “feel productive”. BUT, really what they are doing is taking time away from the 3 things that REALLY matter:
1. TALKING TO PEOPLE
i.e. lead acquisition, marketing, client attraction… Call it whatever.
The point is, if you don’t have a way of predictable and consistently attracting new people into your business, you’re always going to have a stagnant business.
So, how do you fill your pipeline with prospects that are actually interested in your bookkeeping services?
If you’re at less than $5K per month, use organic (free) methods. I recommend:
>>> Cold email (extract an email list and send 20-30 per day).
>>> LinkedIn direct outreach (use a message, view, endorse strategy + content).
>>> Facebook organic attraction (get people interested in what you have to offer with content that encourages them to schedule a call with you.
… If you’re at 5K… 10K+ per month, I suggest using LEVERAGING YOUR TIME by either outsourcing those tasks I just mentioned above to a virtual assistant OR building a client acquisition funnel.
Time is your most valuable resource, and if you can leverage that to a point where you’re attracting clients rather than HUNTING for clients, you will always have a business that’s growing as opposed to stagnating.
Onto the next thing…
2. A WAY OF TURNING THOSE PROSPECTS INTO CLIENTS
Now sales is not a dirty word, it’s not about manipulating or making people do things they shouldn’t do. Sales is about bridging the gap between where someone currently is, to where they want to go. If they’re a good fit for your services, make them an offer. If they’re NOT a good fit… Refer them in a different direction.
It’s as simple as that.
If you’re able to show them this gap and how you can help them, there’s no reason why you can’t close a few clients a month.
It’s not about teaching or educating or giving as much value as possible for free… It’s about showing them how their problem can be solved.
3. DELIVERY OF SERVICE
Once you’ve closed the client, make sure you do an incredible job with their bookkeeping… This will ensure referrals keep coming your way which will make job number 1 ten times easier.
So to sum it up…
You need to:
1. Have a way to generate new consultation calls WITHOUT spending an extra 20 hours in your business each week.
2. You must have a way to turn those prospects into clients.
3. You must be able to deliver on your promises.
That’s it for now, go out there and crush it 👊
Shan Mikkelsen is Founder and Director at Launch Marketing Brisbane, helping firms in the financial industry grow by leveraging the power of social media marketing and social media advertising.