Accounting & Bookkeeping & Small Business Forum

[Guest]

I recently finished the course and received my PB. I've been preparing to start my business and the only thing holding me back is presenting my services to prospective clients. I've gone through Module 4 of the course but I'm still a little confused on what to say when meeting with clients, is there something I should be bringing with me as far as presentation material or should I just let the client tell me what he/she needs? Also, what exactly is full charge bookkeeping and is the Presentation Book offered by Universal Accounting a good idea to purchase? Can anyone help?

[Guest]

Hi Steve,
When I set up an appointment to sit down with a potential client I try to form some "dummy" books with that client's name and set up for their field. These "dummy" books show the client what I can offer them including the financial statements and graphs. I personally just use a very nice 3-ring binder with dividers bought at the office store, but the Presentation Book offered by UA would do a great job also.
Now, as far as what to say, I am not that good of a "salesman" so what I try to do is just sit down and listen to what the client says they need, then I go through the binder showing them where I provide that.
Mike

[Guest]

Steve,

Universal offers a marketing cd that is a new product. You may recieve a free one if you contact me. This cd has a presentation on it that is something that you can model your presentation after and is something you may use as you make your presentation to prospects. In regards to the presentation book, it is something that shows your expertise to your prospect that you have done the books for small businesses. Hope to hear from you.

[Monica]

Hello David,

I would like to receive the new marketing cd please. My email is Monicaleakirby@yahoo.com.

Thank you.

[David]

Monica,

Email me your address and I will then be able to send you a marketing CD.

[Jennifer T]

Hello,

This thread is an old one, but the question is fairly common so I'll give it a shot!

To new client meetings I bring a spiral notebook for taking notes, a pen, and my business cards. It's amazing how many clients want to talk and talk, telling you their bookkeeping/business problems. In my experience, few clients have actually "interviewed" me; mostly, they do most of the talking; I do a lot of listening and note taking; I do a little talking; and we close the deal.

The main thing to have is confidence, which is tough when you are first starting. Imagine how a really experienced bookkeeper would feel, and take that with you to the meeting. And if you don't know the answer to a question, write it down and tell the client you will find out. Don't tell them you are brand new, unless they ask.

Avoid bringing too many "props" (books, manuals, etc). They may help you feel better, but too many may convey, "I feel insecure about my knowledge and need these to help me."

Are you planning on helping with their software? Then you won't need any props. Do they want a manual system? (Unlikely, and if they do, I personally wouldn't accept them as a client.) Then bring the book UAC recommends for manual systems (I can't remember the title--Bookkeeping Made Easy, I think).

A strict definition of full charge bookkeeping is to take care of everything up through the unadjusted trial balance. So after taking the UAC course you are more than full charge bookkeeper, since you know how to prepare financial statements.

One of the most important things to convey is that you care and are there to serve. If you understand and do this, you will have no trouble finding and keeping good clients.

Last tips:

When you go to these meetings, offer a firm handshake while making good eye contact, trade business cards (when handing yours at the beginning of the meeting, ask for theirs), and do a lot of listening and note taking.

Good luck!

[Monica]

Wow! Jennifer T ALMOST said it all! Written like a seasoned veteran? What old thread? ha ha

Hello Steve,

Just to make a point of how having a good attitude makes all of the difference in getting and keeping good loyal clients, I have made some comments to some quotes here. This is all in the scope of helping you, and not intended to be overly critical but...

[/quote] It's amazing how many clients want to talk and talk, telling you their bookkeeping/business problems.[/quote]

Don't go into the meeting with an attitude that you must sit there and listen to a potential client ramble on--You should have a positive attitude that reflects that you are very interested in what the person has to say! They may have been through the same growing pains as you have in starting their business, so remember how important that is to you.

[/quote]Imagine how a really experienced bookkeeper would feel, and take that with you to the meeting.[/quote]

You can't very well put yourself in an experienced bookkeeper position if you are not one. Don't offer too much about how new you are, unless they ask, but be very open and up front with people. They will appreciate it, and they WILL know if you are being honest. I am from the South, and where I come from this is very important.

Quote: Are you planning on helping with their software? Then you won't need any props. Do they want a manual system? (Unlikely, and if they do, I personally wouldn't accept them as a client.) Then bring the book UAC recommends for manual systems (I can't remember the title--Bookkeeping Made Easy, I think).

Personally, manual systems are great! It gives you a better understanding and familiarity to the clients business. I sometimes, depending on my timeframe, put it all on paper for a better understanding--then put it in accounting software. "Bookkeeping Made Easy," is a good book that you can make copies from the pages, and use over and over again, but you will probably not be making any journal entries on your first meeting with any/all of potential clients. Limiting yourself from taking a client because they use a manual system is the wrong approach. You may be able to convert to an accounting software, or if they prefer to use a manual system, be flexible and do it their way. If you feel this is taking more of your time, then on the 6 month to 1 year review, recalculate the fee.

[/quote]One of the most important things to convey is that you care and are there to serve. If you understand and do this, you will have no trouble finding and keeping good clients.[/quote]

This won't help you one bit in finding new clients, but it's a good attitude to have.

Steve, when you go to present yourself after sending a letter to the potential client, smile and shake hands, dress professionally, hand the person a flier with a business card attached, and remind them of the letter that you sent out, reaffirming that you have established your bookkeeping business in OUR area, and that you would like to offer them your services. Waiting on their reaction, ask if you can set up an appointment with them. You are appearing there, even though you sent a letter saying that you would contact them, they probably won't remember at first, and you are interrupting their business day. So, see if you can make an appointment with them when it is more convenient for them (say this), and you may get some positive results from this. This is quite opposite from the pushy salesperson approach, and business owners love this.

I hope this helps...I hope to hear some Positive responses from you Steve. Good luck!

Monica

[Richard Noot]

Monica: I could not agree with you more. Another suggestion to use with manual record clients, is to offer free QB software if they convert over to a computerized system. Qb simple start costs me only $79 and sometimes I can get it for $59. Well worth it to pick up a new client.

[Monica]

Hi Richard,

Is that the "Basic" version? I haven't been able to get "Pro" that cheap. But, for someone using a manual system, they would need little more than the basic version, I suppose. Thanks Richard.

Monica

[Richard Noot]

No. It is simple start. The basic version is no longer being sold.

[43b92d47]

I would like the marketing cd as well. Thank you. My email is greg.williams@wycom.us

David Sherwood wrote: Steve,

Universal offers a marketing cd that is a new product. You may recieve a free one if you contact me. This cd has a presentation on it that is something that you can model your presentation after and is something you may use as you make your presentation to prospects. In regards to the presntation book, it is something that shows your expertise to your prospect that you have done the books for small businesses. Hope to hear from you.

[David]

If you are a Universal Accounting student, we offer a marketing cd to assist and train you in your marketing presentations. Please email me with your mailing address and your contact information so I may verify that you are in fact a current student.

Thanks

[mnewson]

Hello David!

I would like the free Marketing CD. My e-mail is

sanbus@napanet.net

Thanks so much in advance!

[David]

Hello,

Please email me your full name, address and mailing address.

Thanks

[446bba1c]

Hello David,

I would like the free Marketing Cd, my e-mail address is jojominard@hotmail.com

Thank you for your help in advance.


V/R
Jojo :lol: