9 pointers to increase customer numbers
and take your bookkeeping company to new heights
Jun 1, 2015
A study from the 2014 Bookkeeping Business Standard Report conducted by the Australian Bookkeepers Network had a look at the top challenges that accountants deal with in their company:
Evidently, right up there as one of the most significant concerns for you in business is sourcing brand-new customers. This is an aspect of company ownership that can appear both lengthy and pricey, not to mention among those things that get bumped to the bottom of the stack when you’re attempting to make time for revenue-generating tasks instead. Typically, accounting professionals and accountants are not natural salesmen, they’re excellent at getting the job done, but not so great at informing everybody about it!
Marketing your company does not have to include a costly ad campaign. Your marketing plan also needs to be focused mainly around on-going efforts that are still workable throughout your hectic times, not merely when things get quieter.
Here are 9 ideas you can add to your marketing plan for 2015 to help you improve your accounting organization without massive financial investment:
1. Pro-bono work
Offer your services to assist a local community group or charity organization. I understand this might sound counter-productive, after all, you’re attempting to earn money, not give it away, right? Nevertheless, offering your services pro-bono can have a flow-on result as you build your networks and lift your profile in the neighborhood. You never ever understand who else you can get your company in front of! Ask if your logo design or current promos can be included in community newsletters or if you can advertise with business cards or a poster in return for your services. Devote to a minimum of 6 months and after that re-evaluate to see if your service is getting anything out of the relationship – although you may find that just giving back is benefit enough!
2. Provide useful free resources
End up being called a reliable source of professional, current understanding of accounting, compliance, best practice, and business hacks.
These resources could consist of:
routine blog site articles on your site
a monthly newsletter with suggestions and handy links
contribute visitor posts on other blogs
‘ How-to’ videos or demonstrations
Make sure to record email addresses through download kinds or customer choices, so that you can then continue to support the potential lead relationship through e-mails.
Maximize your biggest fans – your existing customers. Ask them to refer your services to their own networks, and if required, incentivize this by using them a ‘benefit’ for any brand-new leads, or new business won, such as an hour off their next charge, a coupon or a free lunch.
Remember: offer to get! Ensure you are also out there actively providing recommendations to other services in your networks if you anticipate others to do the same.
4. In person networking
Do not ignore the power of in-person networking. Yes, it may appear like a lot of time financial investment, however, constructing strategic relationships is the most critical part of marketing your organization. Attending networking events is not practically finding brand-new customers (although yes, that should likewise be your objective!), it’s also about meeting another entrepreneur who may be terrific sources of continued recommendations to your perfect customers.
Think about joining a regional networking group that meets fortnightly or monthly (they are usually around an hour and will often be held over breakfast, so will not eat into your day), and take up chances to attend numerous industry events. However, make sure you do your research study and consider whether other participants are going to suit your target client before you invest time or cash.
5. Connect with others in your industry
Among the things that were evident to me at the recent Xerocon Auckland event was what a tight and encouraging industry accounting is. Accountants are fantastic at helping out others in their industry, instead of merely seeing them as competitors. Maximize these alliances – when you do find you have too much deal with your plate, you have a customer that’s not quite right for you, or maybe they want to work with somebody a little closer to home, do not hesitate to refer leads on to other accountants – you’ll discover that they will do the exact same!
Make sure to network and connect with other bookkeepers, ask concerns, provide advice, supply commentary on market events and participate in online conversations.
6. Online networking
A big part of connecting with other bookkeepers will likely revolve around online forums and communities. These present an excellent opportunity to build relationships, learn from others, and increase referral chances.
Consider your target market before you invest too much time in social networking. For instance, if you’re targeting business owners, you’ll likely have the most success using LinkedIn to promote your services, rather than Facebook. Sign up with groups and get associated with the conversations. When you feel confident, begin your own threads by posing concerns and publishing your blogs.
7. Reinforce your web existence
If you desire brand-new leads, you require your site to be appearing in the top edge to a Google search. This needs a bit of investment into your SEO but does not necessarily imply paying big dollars to online advertising or web development business. Take a look at this post of 8 SEO tips for getting more traffic from Google and also what every accountant needs to learn about online search engine to get you started.
Do not also forget to get your organization listed on as many online company directories as possible. These directory sites frequently appear quite high in search engine result, so till your website is achieving good organic search results, you can increase the possibility of prospects discovering you through these listings.
8. Broaden your services
Be unbiased about extra services that you could use that might increase opportunities for more leads. For example, WorkflowMax provides accounting professionals and accountants the chance to be a WorkflowMax Consultant. As a Consultant, you can ‘own’ subscriptions and create an additional earnings stream. End up being skilled in other cloud software application so you end up being referred to as a software application professional – if you can provide your customers included value over and above bookkeeping, you produce a point of difference for your business.
. Align yourself
Create tactical partnerships with accountants who will be willing to refer their customers to you for accounting services. Make sure you plainly show to them how you like to work and the type of clients you choose – and vice versa – so that you understand it’s going to be a collaboration that works for you both.
What other marketing methods have you had success with while operating on a little spending plan? Share your ideas in the remarks below.