Achieving a Healthy Balance

When you first went into business you probably thought working from home would be ideal. Most contract accountants don’t anticipate the difficulties they will encounter when trying to balance their personal and business lives. Often it’s easy to become distracted when working where you live. It can also be difficult to leave your work behind even after the metaphorical whistle blows. So in order for you to achieve true balance with work and home life, you must have a strategy. Here are six things to consider:

1. Leave work in the office
If your office doesn’t have a door you need to get one. When you’re on duty you should close the door behind you; when you’re off duty you should also close the door behind you. Your work should stay in the office. Avoid carrying files around with you. You should train your mind to be prepared to work as soon as you step in that office; and you should work hard until you’re ready to leave. You should not train your mind to work from your living room as you spend time with your family or from your bed while your spouse tries to sleep. This closed door policy will make that transition from work to home life much easier. Also establish some rules with your family so they understand if and when you can be disturbed.

2. Determine work-free days/hours
When you work from home it’s equally important for you to set aside work-free times you can spend relaxing or with your family. When the line between work and family life is blurred, resentment for your accounting practice can build and cause tension at home. So when you take time off be sure to enjoy it.

3. Prioritize
Obviously you must do what it takes to see that your business succeeds. Often this requires long hours. In order to compensate for this drain on your personal life you must use your “free” time wisely; you must prioritize your values and the way in which you spend your time. If eating dinner with your family is important then you must ensure that your schedule and work load accommodate that priority. If you want to be present for your children when they get home from school, then leave that time free and make up for it either earlier or later in the day. It’s important that you not sacrifice your family for your business. Balance is key.

4. Use your imagination
When working from home where the refrigerator and television may only be steps away, you must devise a plan that will enable you to focus your efforts and “stay” at work. Some find that using a little imagination can help with this task. Arrange your office so that somehow you are able to imagine yourself miles away from home and in an environment completely void of distraction.

5. Set strong boundaries
This goes for both your clients and your family. You need to have work hours both honor. Obviously emergencies happen and your family and your clients should know how to reach you in such circumstances. Otherwise you need to do all you can to ensure your boundaries are respected. This means you shouldn’t answer your phone after hours; nor should you answer your home phone while you’re working.

6. Remember your motivation
Most people start their own businesses in order to enjoy the freedom to dictate their own schedules and spend more time with their families. While this isn’t as easy as it sounds, you must continually remind yourself why you started your practice in the first place. A daily or weekly reminder can help you maintain your focus and your priorities.

Balancing work and home life isn’t impossible, but it does require a strategy and the establishment of certain rules to help guide your efforts. And when you attend to these 6 items, you’re on the right path for finding the peace and freedom your business affords.

Stay In Touch

To keep existing clients, they need to know that you are there for them. Keeping the lines of communication open with them is absolutely essential to keeping clients happy.

Objectives of communication with clients which email can facilitate include:

• Two-way communication of information needed to accomplish the tasks your clients are paying you for.
• Show your clients you are always there for them when they need you. Demonstrate that not only do your services cost less than if a client had hired their own bookkeeper, but that you are just as available.
• Show your clients that you are on their mind and that their success is important to you.

Your goals in communication with clients facilitate one of two goals. You want to keep the clients you have and find additional paying clients.

Advantages to Email Over Other Ways to Communicate

Email Is Time-Efficient

Phone calls and personal meetings rob you of time. Phone calls often result in spending large amounts of time socializing with clients. While you need to maintain a good rapport with your clients, they will appreciate you staying focused on the things they are paying you for. Their time is precious too.

Personal meetings are probably the worst wasters of time, since you not only have the time spent in the meeting itself, but the commute to and from a client’s place of business.

You can leverage from one email to another. You may find that you get the same questions by many of your clients. Look in your email client’s Sent box and see what you said last time. This will save you time and it ensures that you give consistent, well-researched answers, while keeping research time to a minimum.

You Get Time to Think

When you are face-to-face with a client or on a phone conversation with them, you often do not have the opportunity to take a few minutes to mull over the best answer. You won’t get time to research your answer if you need more information. While you can always tell a client that you will find out, if you use this tactic too often, you run the risk of your clients feeling like you don’t know what you are doing.

With email, you can take your time composing just the right response. If you are in doubt about how it may be received, you can always bounce the email off a friend to see how you can better phrase things.

Email Is Inexpensive

While postal mail costs money for envelopes and postage, if you already have Internet access (and if you don’t, you should), it costs you nothing besides your time.

Rules For Effective Emails

Communicating with clients through e-mail need not be a challenge. The best way to compose effective e-mail messages is to set up a basic format to follow.

Start by handling each of these areas:

The Subject Line

Write clear, specific, and concise subject lines. For example, rather than writing, “We have something we want to tell you about your profit & loss,” which is vague and wordy, write, “Your financials are done!”

Main Body of the Message

The first paragraph should restate the client’s question (if you are writing a reply to a client’s e-mail message).

The Closing

In the closing paragraph, thank the client again, and offer further assistance.

Be Polite

Because there’s no face-to-face contact in an e-mail communication, people tend to be more casual, outspoken, or even rude than they would be in person, or even on the phone. But good netiquette requires the utmost courtesy at all times.

Because a large percentage of communication is non-verbal, it is more easy to be misunderstood when you are not speaking directly to a client. Things like voice inflections and body language are often cues as to a client’s reaction to your statements. With an email, you never know the mood of the client when they read your correspondence, so you must be extra careful in your wordings and how they could be taken.

Formatting

Avoid using capital letters (except to punctuate names or the beginnings of sentences). In e-mail, capitalizing all the letters in a word is tantamount to shouting.

Accounting/Tax Terminology

Minimize accounting jargon. Avoid using financial acronyms and buzzwords unless you are e-mailing a true expert or long time client. Many clients will not understand this terminology, and may end up misunderstanding the message as a result.

Solve Issues the First Time

Resolve issues on the first contact. First-time resolution is just as important with e-mail as it is with traditional telephone interactions. It saves everyone time if you completely fulfill clients’ requests or resolve their problems in the first response.

Attachments

Use attachments only when necessary. E-mail attachments require readers to download the files, which can be annoying (or impossible if a client doesn’t have the appropriate software to open it with). Certain types of attachments may be blocked either by the email client (Outlook, Outlook Express, Thunderbird, etc.) or by the recipient’s internet service provider. Some kinds of files may contain viruses or other ill effects, so they may simply not arrive at their destination.

As silly as it sounds, it is very common to refer to an attachment in the body of an email, and then forget to attach the file you refer to. If you are going to attach a file to an email, it is a good idea to attach the file before composing the letter. Once you begin writing the email message, you can easily get involved in the message and simply forget to attach the file. This, of course, looks very unprofessional and is easily avoidable.

Proofread!

It’s critical to proofread e-mail messages before hitting the “send” button. Also, read sentences for clarity and accuracy, and look for any wording that could be misinterpreted. If your email client doesn’t have a spell checker, you probably want to consider using one that does. Few things look more unprofessional than misspelled words or other typos. If your email client does not support spell checking, consider composing your emails in your word processor and spell-checking with it. Then just copy and paste the text of the email into your email client before sending.

Know When Not To Use Email

When clients write with complex questions or several questions, it may save time if you reply by phone.

If a client expresses a preference to use another method of communication, respect their wishes, even if it takes more time or effort. Keeping existing clients pleased with your work usually takes less time and effort than finding new clients if they become dissatisfied.

Email: Just One Aspect of Running Your Accounting Service

Most accounting courses focus on teaching you the basics: debits and credits, general ledger, and so on. One thing they will never teach you is how to run an accounting service, much less how to make it profitable. That’s what we do, and why Universal Accounting training is so different. Sure, you’ll get the basics, but you will also learn how to find clients and how to sell your services for the highest possible hourly rate. If you want an accounting job making $10 per hour, go to a university for training. If you want to learn how to make $30 to $60 per hour, set your own flexible hours, and be your own boss, you owe it to yourself to click the link below and learn more. Hundreds of our graduates started down the road to personal and financial freedom with that same little mouse click.

Learn Why an Accounting Service Will Best Achieve Your Financial Goals

Tax Simplification: “Not Gonna Happen”

A recent student asked me how to respond to a well-meaning relative who felt that accounting was a dying occupation because of tax simplification. I’m often asked if a simpler tax code, meaning flat-tax or federal sales tax, would eliminate the need for accountants. Those who ask this question obviously don’t understand what an accountant does.

First of all, I don’t think such a tax bill could ever pass. Too many special interest organizations with powerful lobbying groups will lose too much to let any such bill pass without a fight.

• Religious organizations will argue that their funding from contributions will dry up.
• National homeowners’ associations will argue (and rightfully so) that homes will drop in value as mortgage interest will no longer be deductible.
• Medical organizations will buy TV ads telling stories about people with debilitating diseases and high medical bills going to ‘tax prison’ because they lost their medical deduction.

And, those are just the obvious problems.

Plus, most tax simplification plans will tax the poor heavier and the wealthy lighter than they do now. That’s a hot-potato that neither political party will support.

No, the public will never let such a thing happen.

Even if we were to assume that such a tax program will be adopted, accountants will remain in high demand. Certainly simpler tax laws may eliminate tax preparers. But most tax preparers aren’t accountants.

The primary and most beneficial roles accountants perform are in the area of management controls, and cash management. A company stands to gain much more through staying on top of these areas than saving on lower taxes. Let’s face it, companies don’t go out of business because they are paying too much in taxes, but they will if they have poor controls, or poor cash management.

Big businesses certainly understand this. A large company I once worked for had four thousand accountants. Less than 1% of these accountants worked in the tax department. In other words, 99% of the accountants with this company were working on providing management with crucial information regarding profitability, while monitoring the company’s financial position. This company understood that income taxes are a necessary evil that require some attention, but the potential for business improvement is much greater in other areas.

So, do we ignore taxes? Certainly not! Taxes must be completed, and done correctly according to law. Besides, a good tax preparer may save a tax payer hundreds of dollars, if not thousands in taxes — sometimes many times the cost to have the taxes prepared.

Tax preparation will always be needed. And, my guess is that it will become even more complicated before becoming any easier.

Regardless of the tax law, however, accountants will always be a critical part of the business world.

Also, see the article entitled “Why are Businesses Begging for Your Services?” This is “must reading” for every freelance accountant.

Communication with your clients and peers is a two-way street. So you must be a good listener–as well as a good speaker–if you want to stimulate a two-way flow of ideas. Here’s a list of some common listening faults I’ve seen practiced and how you can avoid them.

* Remembering the facts. Listening isn’t remembering; it’s understanding. Focus on the idea the speaker is relaying, not the series of facts.

* Mental blocks. Many of us have words or phrases that upset us emotionally and impair our listening. We may associate some things we hear with unpleasant experiences in our past or with something we simply don’t like. Watch your reaction to such words.

* Daydreaming. Do you let yourself get bored? Let your thoughts wander to more fascinating subjects? Even though a particular subject may seem boring, you may find a few good ideas if you listen closely.

* Distractions. Don’t let yourself be thrown off track during a conversation because of sounds, sights, or sensations in the vicinity. Concentrate on what the speaker is saying.

* Note-taking. Don’t become so involved in taking notes that you only half listen. Learn to take abbreviated notes.

* Supercritical listening. Sometimes we hear something at the beginning of a conversation that we disagree with, and we spend the rest of the time the person is speaking preparing an argument instead of listening. Always hear the person out, then take a few moments to plan your questions or rebuttal.

* Assuming you understand. When you’re done speaking with someone, you may think you have a thorough understanding of the message that was being presented. But to be on the safe side, always repeat what was said to be sure that you understand what was being communicated.

Master these rules of good listening and you’ll increase your knowledge while becoming more persuasive and efficient. And you’ll be able to express yourself more effectively than before.

Click HERE To Learn More Tips On Running Your Business

Gain the right skills and you will earn a better income. Bookkeepers can anticipate a 6.8% rise in base compensation in 2006. That’s great news provided you have the right skills.

The 2006 Salary Guide is based on an analysis of thousands of job placements managed by Robert Half International Inc., and predicts that heightened competition for accounting and finance professionals will lead to increases in base compensation next year.

Companies are Recruiting Accounting Staff

Max Messmer, Chairman and CEO of Robert Half International says, “Organizations are actively recruiting accounting and finance staff to support business expansion initiatives and corporate governance efforts.”

“To attract and retain skilled financial professionals, firms are reassessing their hiring practices and enhancing compensation packages for current staff.”

Bookkeepers are Doing Better than Average!

Robert Half International forcasts an increase in starting wage for bookkeepers and accountants of 3.1%. An increase of 3.1% is OK, but according to the Salary Guide, bookkeepers can anticipate a 6.8% rise in base compensation in the year ahead. Over twice the average. What a great time to consider a bookkeeping and accounting education.

The opportunities for you have never been better in accounting. Click on the link below and discover the potential for you to earn a great income and enjoy a stable, recession free career.

Show Me a Stable Career With a Great Income

The Accounting Department Has Always Offered Great Opportunities

For hundreds of years accountants have contributed to the profitability of businesses all over the world. And they have been well paid to do it. With the right skills you will not only find the right job or enhance your present career, you’ll also enjoy the benefits of increased competition in the marketplace and can expect a bigger paycheck.

Where Can I Find the Right Skills… I Don’t Have a College Degree?

You don’t need a college degree. You do need a specialized education. And you can find it at Universal Accounting.

For the last 25 years, Universal Accounting has taught thousands of people the profitable and exciting skills of small business bookkeeping and accounting. We’re the small business experts and we can teach you to be too.

You don’t have to take my word for it, let’s look at what some of our graduates have said:

“I was amazed how practical this course was, and surprised how much I learned. Having an accounting degree and over 17 years experience in accounting, I didn’t realize how much I didn’t know. This is well worth the time and money, and you will be benefited from this class for years to come.”
-Philip Lufkin

“This was an excellent course. I have a B. S. in accounting, and this class taught me stuff I never learned in college.”
-Catherine Ferguson

“Universal’s accounting course is a very thorough approach to learning small business accounting. The materials and work sets are presented in a professional learning atmosphere. …I felt this class really helped my confidence and mastery of the accounting principles.”
-Bradley Jensen

You don’t need to be a math wiz to enhance your career. Calculus and algebra aren’t necessary. Basic math skills are the building-blocks to a successful career in bookkeeping and accounting. With your basic math skills and a willingness to learn, you’ll be on your way to an incredibly rewarding and satisfying career.

Businesses Have to Do Accounting… It’s Required By Law

It doesn’t matter what type of business, it has to keep financial records and has to have bookkeepers and accountants. Follow the link below and find out for yourself how an education in bookkeeping and accounting will enhance your present career, increase your paycheck and provide personal and professional satisfaction.

Show Me Why Becoming a Bookkeeper or Accountant is Right For Me

Planning for Business Success (Part 1 of 2)

In chapter six of Lewis Carroll’s book Alice in Wonderland, Alice encounters the Cheshire Cat and asks him for directions. They engage in a conversation that illustrates the relationship between your goals and the direction your travel. Alice begins with her question to the Cat:

“Would you tell me, please, which way I ought to go from here?”
“That depends a good deal on where you want to get to,” said the Cat.
“I don’t much care where—” said Alice.
“Then it doesn’t matter which way you go,” said the Cat.
“—so long as I get SOMEWHERE,” Alice added as an explanation.
“Oh, you’re sure to do that,” said the Cat, “if you only walk long enough.”

If a ship gets off-course by even one degree, its final destination will change completely. Perhaps there are captains who travel the vast expanse of the ocean with no final destination in mind; these individuals, like Alice, are in it for the ride and don’t care where they land, as long as they land somewhere. But as the Cheshire Cat points out, it doesn’t take any effort at all to get somewhere. You can wonder aimlessly for years and still arrive somewhere. But those who want to arrive at a specific destination must have a plan, and follow a very specific course.

If you’re a small business owner without goals, you are certain to arrive somewhere. Of course, that somewhere may be in a lawyer’s office, filing for bankruptcy. Perhaps it will be back at a full-time job, drudging away to help your employer become more profitable. Successful business owners don’t often land a successful business without any previous thought or intention. Arriving at that destination requires you to make thoughtful goals and then steer your business in that direction.

Here are 5 tips on setting a successful business course by setting some specific goals:

1. Determine what you want.

It’s difficult to hit a target if you don’t know what it is. Where, exactly, do you want your business to go? If you’ve just been hoping that it survives, chances are that’s what your business has been doing for awhile: barely surviving. It’s time to change that, and the first step you must take is to imagine what you want.

2. Define your goals.

In his book, Attitude is Everything, Paul J. Meyer explains that goals should be SMART: Specific, Measurable, Attainable, Realistic, and Tangible. Remembering this will help you to define your goals in such a way that you will be more likely to achieve them. Next week we’ll examine how you go about creating SMART goals.

As you define your goals it’s also important that you base them on your values. Wanting to become a kazillionaire may be an appealing goal, but unless that goals aligns with your values, you’re going to loose yourself in the chase. As you list your goals, list your values as well and see if they correspond. For example, perhaps you value spending quality time with your family. You may also have a goal to create a business that functions more independently. This goal and value are complimentary.

3. Write them down.

You are 70% more likely to accomplish a goal if you write it down. It’s also easier to plan and assess your success if you can return to this goal often. That’s easier to do if you’ve written it down somewhere.

4. Envision them.

Imagine yourself accomplishing this goal, and include all the specifics. What would it look like? What would it feel like? The more often you envision the accomplishment of your goals, the quicker you will find them becoming your reality.

5. Return to them often.

Don’t just write your goals down and stuff them into a file somewhere. Make them something you return to often. You should look over them every time you make a critical business choice. You should use them to motivate and inspire you when life gets stressful. This will enable you to take the steps necessary to accomplish them.

Alice was not a small business owner in Wonderland, and neither are you. In order to reach a significant destination in this day and age you need to chart a course to get there. Goal setting is the first step to take in mapping your success. And it’s absolutely necessary for those of you going somewhere important, somewhere specific.

Setting SMART Goals
The First Step to Great Success

(Part Two of a Two-Part Series)

“Give me a stock clerk with a goal and I’ll give you a man who will make history. Give me a man with no goals and I’ll give you a stock clerk.” —J.C. Penney

“If one does not know to which port one is sailing, no wind is favorable.” —Seneca

Last week we discussed the importance of goal setting. This will enable you to chart your course to success. Otherwise you may wander aimlessly, wondering why you never see the results you’d like.

In his book, Attitude is Everything, Paul J. Meyer explains that goals should be SMART: Specific, Measurable, Attainable, Realistic, and Tangible. Remembering this will help you to define your goals in such a way that you will be more likely to achieve them. This is what makes goals SMART:

SPECIFIC
Make your goals as specific as possible. For example, don’t just say “I want to make more money.” Make that goal more specific by defining it like this: “I want to increase my income 50% by expanding my services and marketing those services more effectively.” Defining goal specifics can help you take specific action to see the end result; whether it be acquiring new skills or learning how to market successfully, you’ll be on the path that will take you to your desired destination: increased income.

MEASURABLE
The above goal is also measurable; you can assess whether or not you’ve increased your income by 50% and if that increase is related to the expansion of services and the manner in which they’re being marketed. Only when you set measurable goals can you truly see your progress, and that alone can motivate you to continue your journey forward.

ATTAINABLE
You’re setting yourself up for failure when you set unattainable goals. The goal to make your one-man accounting firm the national leader is unattainable, unless, of course, you possess superhuman accounting ability. A goal is attainable when you can break it down into smaller tasks that build upon one another until you see the end result. To determine whether or not a goal is attainable, ask yourself these questions: Can you break the goal down into doable tasks? Do you have enough time, energy, and resources to accomplish these tasks? And will the successful completion of these tasks lead you closer to your goal?

REALISTIC
Setting a goal to loose 100 pounds in one month is unrealistic (and unhealthy). This goal needs a longer timeline in order for it to be realistic. When you set your goals ensure that you can attain them with the time, energy, and resources you have available. An unattainable goal is also unrealistic. But an unrealistic goal can be altered in order for it to become both attainable and realistic. For example, it may not be realistic or attainable for you to double both your client base and your income in one month. But if you give yourself more time, say 6 months to a year, that goal becomes both realistic and attainable.

TANGIBLE
A goal is tangible when it can be experienced by the 5 senses. You can see more money coming into your business, you can hear the positive feedback of your clients, and you can touch your new office building. Intangible goals are vague and ambiguous. Avoid that trap by asking yourself how your goals are tangible. Not only does having a tangible goal make it more likely that you’ll accomplish it, but it also makes it easier to envision your success. And taking the time to see, feel, touch, taste, and smell the accomplishment of your goal will enable you to realize your success more quickly.

While it’s important to have goals, it’s more important that those goals be SMART. When they’re SMART you’re more likely to accomplish them. So take the time today to write your goals down and assess whether or not they’re specific, measurable, attainable, realistic, and tangible. Only then can you steer your business towards the success you desire.

It’s amazing how much mileage you can get from a little confidence. As an accountant you’ve probably spent a lot of time determining your most valuable business assets and how to preserve them. But have you considered how to secure and improve the one asset around which everything else revolves? YOU. Without you, there would be no accounting practice. There would be no clients. There would be no income. It’s time you acknowledged your value in order to advance your business to the next level.

Trust your instincts

While your impressions may seem somewhat whimsical, remember that you have experience and training which informs your instincts, giving them great value. You need to learn how to trust them as you move forward and advance your business. This means attending to those impressions as you interact with clients, peers, and other professionals within your community. Start with the small impressions first. Once you gain confidence in your instincts you’ll be able to move on to bigger and better things.

Be yourself

Accountants are known for being reclusive and somewhat introverted. If this describes you, we’re guessing you may feel somewhat uncomfortable when interacting with clients and other professionals. But it’s important that you be yourself. Doing so may make you feel self-conscious, but you’ll come across as genuine and trustworthy, two traits greatly admired in business-more so than a good sense of humor and witty dialogue.

Value your own services

If you’re not charging what you are worth, you don’t value your own services. Without saying a word your clients will sense a lack of confidence and will devalue your work as a result. When you come to recognize just how much you’re worth, you will exude self-assurance and promote your practice with ease. You’ll find you don’t have to negotiate your fees as often and you will begin to attract clients willing to pay for quality work.

Talk yourself up

Don’t apologize for what you do or how much you charge to do it. Once you come to value your own services you’ll find this step becomes much easier. You’ll welcome opportunities to talk about what you do and how well you do it. You’ll recognize that you’re only providing potential clients with the opportunity to benefit from your services.

Invest in yourself

YOU are your most valuable asset. It makes sense that you would invest in yourself. Consider ways you can improve your skills and become even more valuable to clients. This may require that you receive additional training, earn credentials, and learn new skills.

Universal has a DVD 4-Pack designed to introduce you to all the valuable services we offer, each and every one of them intended to enhance your accounting career. This power pack includes:

Introduction to the Professional Bookkeeper Program. Learn how becoming a Professional Bookkeeper will improve your accounting skills, enabling you to expand your business and become a full-service financial provider.

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.

Purchase the DVD 4-pack and add to your reference library while learning how you can enhance your best asset. Order now!

Create an Elevator Speech and Sell Yourself in 60 Seconds or Less

“So what do you do, anyway? “… Has anyone ever asked you that question before? It’s usually in a setting you aren’t expecting that from, and from someone that you didn’t think would ask. If you’ve ever stuttered through your answer, then the best thing you can do is to create a striking, clear, and succinct “elevator speech.” “Elevator speech, what the heck is that?” It’s a brief description, of you, your business and the services or products you provide, like a quick infomercial, that can be delivered in the usual time it takes an elevator to carry its occupants to their floor. It is an essential tool in the marketing of your accounting or bookkeeping business. And if honed and practiced, can be used to grow your business the way you want to. Like your business card, your elevator speech is a calling card of your business, and if you word it right, you can get the person who asks about your business interested in doing business with you. so that at opportune moments you can network effectively, explaining what you do and why you do it so well that everyone deserves to hear about it.

The Hook

So you can capture at the opportune moments, network with other business people effectively, while giving an interesting tidbit about your services you should begin your elevator speech with a hook that piques the listener’s interest and makes them want to hear more. Tactics on this vary as widely as there are people and different personalities. One way I heard used was, “Well, it’s not brain surgery, but can be a critical tool that will help keep your business alive and ticking…” Another hook I’ve heard, “What I do is not as complicated as rocket science, but to the average business owner it might as well be…” You can consider using a quote, sharing a quick anecdote, or asking a question. it’s something said “in the moment” (every moment someone asks) that is quick and not burdensome, and captures the attention of the listener right away.

The Conversational Tone

Your elevator speech should not be perceived as a sales pitch. Occupants would opt to walk up flights of stairs rather than be stuck in an elevator with a relentless salesperson. Think of your brief description as the introduction your business would give where it able to talk. It shouldn’t sound canned or monotonous.It should be exciting and engaging, communicating your passion for what you do and how well you do it. You should practice the speech so that it sounds natural and conversational. That it rolls off your tongue at a moments notice and in such a tone that is friendly and inviting. And it’s important that you not drone on and on. That’s why it should be no longer than 60 seconds. In fact, you may consider having two versions of your elevator speech: the 30-second version and the minute version. The elevator speech you deliver would depend on the given situation.

The Details

There’s nothing worse than asking a question and getting a vague answer is there? That is the same thing with your elevator speech. Without significant details, your elevator speech is generic and uninformative. More importantly it will turn people off to you and your services and products quicker than you can say “Shazaam!”. The main question you need to ask yourself is, “What do I do, that would be a great benefit to my potential customers?” If you have current customers, ask youself the same question, “What do I do that brings them back to me every week or month?” How do I make their business life better? Easier? More profitable? Other questions you can ask yourself is: What do you do that’s unique? What sets your services apart from others? Who are your clients and what problems do you solve for them? What could you do for the listener to make their lives better? When you have brainstormed on what you do and identified what it is that makes you the “bomb’ to your clientele, write it down, if it’s too long simplify it. If it’s like everyone else’s, use different verbs or adjectives to describe your business. Remember, this could be the only time you get a chance to peak the interest of that one person who could make all the difference to your business. Be ready for it.

The Request

You should always end your speech with a request. Will you ask for the listener’s business card? Will you ask them to take your card and give you a call if they’d like to learn more? Do you want them to refer their family and friends to you? You bet you do! So be in the moment and take care of it. You may decide to have optional requests in mind so you can end your speech with a request that responds best to that particular situation.

One tactic that has been found effective is right after you have given your elevator speech to ask them about what they do. Then once they have given you their “speech” ask them one or two additional questions about their business. Such as, “That’s an interesting industry, how many employees do you have? Or “How did you get into that interesting business?”. Better yet ask them a question that arises from their own elevator speech. Don’t make it to laborous, or take too much of their time with this, but after asking these questions, don’t hesitate in asking for their business card. By so doing, you become notched in their memory of someone that was interested in what they do. That could be all you would need for them to take your call or the appointment the next time you call on them.

A Final Note

While you can always give your speech in an elevator, the elevator speech is designed for any networking situation, places where you can introduce yourself and your business to potential clients. This may be at a convention, a conference, the grocery store, or the dentist’s office. Remember that anyone can be a potential client or can refer you to a potential client. And with your elevator speech on the tip of your tongue, you’re ready to sell yourself in any given situation with comfort and ease.

Marketing Is Only One Tool Of The Many You Need To Be Successful

Marketing your business is essential to keeping your business healthy and growing. You can do the right kind of marketing, with cost effective strategies and actions that will allow you to achieve the type of accounting / bookkeeping business you imagine for yourself. Building a Successful Accounting Business is only one of the modules you get when you purchase Universal Accounting’s Professional Bookkeeping Program.

Having a solid understanding of the Accounting and Bookkeeping methods and procedures is also essential to the successful business. Don’t hesitate any longer, take the steps needed to bring those dreams about your business into reality. Here’s what you will get along with Universal’s business marketing knowledge.

If It’s Accounting, It’s Universal

The Low Down From Universal

All you need to know about accounting, bookkeeping and tax preparation in one place

	Start Today DVD Start Today and Have Your Own Successful Accounting and Bookkeeping Service. FREE video teaches you how to make more than $80,000 per year with your own bookkeeping service!
	Professional Bookkeeper DVD Become a Professional Bookkeeper Earn the Money you Deserve. FREE video shows you how to make more in the accounting profession.
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	Art & Science DVD Learn the Art and Science of Getting Accounting Clients. FREE video shows you how to build your accounting practice by $30,000 to $125,000 per year!

Universal is committed togetting to you the right information so that you can benefit from it in your professional career. We are dedicated to assisting those like-minded individuals to becoming successful in Accounting, Bookkeeping and Tax Preparation. Let’s get to answering that ever-important question of how can the Professional Bookkeeper’s training help you to get to that level of income that you are searching for in your accounting/bookkeeping career.