Accountant and Bookkeeper Articles

There’s More Than One Way to Peel a Banana

Strike while the iron’s hot. And the iron’s hot right now! Tax season can result in a lull of business for some accountants. For others it is a time to gain more clients as a result of small business owners looking for help managing their finances. Right now most business owners working as sole proprietors; LLC’s or corporations are going through their financials right now with the guy or gal who did their taxes last year.

Right about now these business owners are realizing that their tax professional isn’t an accounting expert, like you. They are realizing their current system which includes a shoe box full of receipts doesn’t pass as a solid financial plan. Yet a great many are realizing that because they were busy running the business doing what they are good at they missed countless opportunities to harness their income power, and now they are facing a situation where they may even owe the IRS money. Still there are many others who are now facing fines, fees and penalties because of the way they did (or didn’t do) their accounting.

You are probably saying, “So how does this help me right now?” The iron is hot, remember? This is an opportune time for you to step in and be the hero! Here are a few suggestions:

First, pick the “low laying fruit.”

We’re guessing you personally know many individuals who own their own businesses-those who are going through the pain we just spoke of. Ask them how things are going with their taxes this year. Be prepared to hear everything they want to tell you about it. Sympathize and empathize and then ask this one question: “Can I help you plan better for next year?”

Be the hero—the one with all the accounting answers. Those you talk to will welcome your input. Now, take note; you can give a tidbit here and a tidbit there, but make sure they understand that what you are offering is not a free service. If they like what they hear, encourage them to enlist your accounting services. Set those boundaries as clearly and early as possible. You’ll avoid lots of confusion later if you take these precautionary steps in the beginning.

Second, enlist those who are currently doing business with you.

We all have what business management guru Stephen R. Covey calls a “Circle of Influence”: a group of individuals that you know and affect on a close level. In business that circle of influence includes those you do business with daily, weekly, or monthly. These individuals don’t necessarily have to be clients; they could be those who you buy your water cooler services from. They could be the delivery service you use. They could be the copy store where your P.O. box is located. They could even be the local donut shop where you buy your daily treat. Whether the individual is a business contact or a client, this individuals you have positively influenced are the ones that could potentially refer you to those in their circle of influence.

Many times students of Universal Accounting have recounted how someone they knew had a friend with a business and because they were in this circle of influence, that friend became a client. This marketing tactic works exceptionally well when the one doing the referring is a client of which you’ve taken good care. See how you can harness the influence of others to do some good business with them.

Third, wear your accounting business “on your sleeve.”

Now this doesn’t mean that everything you say is about accounting or your practice. Life is a balance and you have to find that balance with your professional life and your private pursuits. But how many times have you been out and about to find others engaged in a conversation in which you could have participated? How many times have you ridden silently up an elevator full of people? Could there have been someone there in need of your particular services? Pick and choose those opportunities within your comfort level, but try not to let opportune moments pass when you could be handing out your business card or sharing your services with potential clients. Who knows, the next time you sit down at your child’s ballgame the parent next to you could be your next new account.

Fourth, proactively seek out like-minded businesses.

You have one or two businesses that you are working with, and you are really starting to like working with that type of business. Are there others in that industry you could contact? Local eateries, print shops, car dealerships etc. You already know their “lingo” and their hot buttons from working with previous clients. Why not try to market yourself as a specialist for that industry?

Take the opportunities presented to you as an accounting professional. Building your accounting practice isn’t tough; it just takes consistent effort to meet potential clients. Soon you will have to turn business away or partner with others in order to manage those clients you will be able to attract with these solid marketing tactics.

If you would like to learn more about marketing your services, adding tax services to your menu, becoming a Professional Bookkeeper, or starting your own accounting practice, order our special 4-DVD pack which includes the following:

Introduction to the Professional Bookkeeper Program. Learn how becoming a Professional Bookkeeper will improve your accounting skills and help you in your accounting career.

Yes Sample Marketing CD. Learn how to introduce your services to a potential client. Use this either for role playing, watching it while meeting with your client or passing them out.

Start Today and Have Your Own Bookkeeping Service. Learn how to make over $80,000 per year working from home while getting more clients than you can handle. Know how to charge your client so you can afford to take that next vacation while they get such a great deal they will be telling all their friends about you.

The Art and Science of Getting Clients. Learn how to get more clients by using our proven methods.

You can learn more about the countless opportunities that await you as a financial professional. Don’t delay your grand future. Order now!

Financial Professional DVD 4 pack