Planting the Seed
If you are going to be building your client base over an extended period of time, you’ll want to put this strategy among the top of your list. It is effective although you can’t expect new clients the day after it’s implementation. It takes time to grow a clientele just like it takes time to harvest a crop after planting the seeds. The key is to remember, if you plant it, it will grow.
When new businesses start, accounting is typically not at the top of the business owner’s list. He’ll often think, “I’ll Worry about accounting when I have something to account for.”
Inevitably, at some point usually around 6 months he or she will come to the realization that accounting is critical and necessary in their business. When that time comes, the day of harvest has arrived and you will want to be the first person the business owner calls. Specifically after being in business for 12 to 18 months the need to outsource the accounting responsibilities will be foremost on their mind.
So how do you get to the top of the list? Watch for new business start-ups, then visit them early, welcoming them to the community. Let them know who you are, and that you understand there’s a lot involved in starting their businesses. You certainly don’t want to be a nuisance, but ask them if they would mind you sending them ideas and strategies from time to time that will make their business more profitable. If you have a regular newsletter, add their address to your mailing list and begin sending them information.
Also, once a month set aside a prospect research day and look for information that these new business owners would appreciate. Then, mail them the information with a short handwritten note wishing them continued good fortune in their start-up.
Other resources for Planting the Seed
- Ribbon Cuttings
- Grand Openings
- New Member Orientations with Chamber of Commerce
- Volunteer to be an Ambassador with the Chamber of Commerce
