#7 Planting the Seed

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

Marketing Demo Portfolio

Too often when presenting services we lack the ability to leverage the offering as we are not offering a commodity, a tangible good. How can we best convey the features and benefits associated with the work we do as a CPA, EA, accountant, bookkeeper, tax preparer, QuickBooks Specialist, payroll specialist, etc?

UAC Marketing Demo PortfolioA tool that can be key to make that difference is a visual representation of your credentials, your goals and the services you offer. For this reason Universal Accounting as created a customizable portfolio that can be used when meeting with potential clients to help you present with confidence the services you offer so that they can see you as their Profit and Growth Expert. Use it as an outline for your presentation, practice with it and you too can also have the polished presentation that you are hoping for.

Marketing Demo PortfolioGetting new clients closed is a matter of saying the right thing in the right way. This Presentation and Demo Book includes the visual presentation taught in our Universal Practice Builder Course and provides a very professional display, as well as sample financial statements from the sample clients included in the Professional Bookkeeper Certification Course.

With the professional 3-Ring binder you will make a great impression in your sales presentation. Slip in some monthly fee calculations form, and some scope of services agreements and you’ve got everything you need to walk in, give a powerful presentation, and walk out with a new client.

Power up your sales ability with this proven tool.

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