Networking to Promote Your Accounting and Tax Service
Time is Money,
and Networking is More Money
Some might think that time spent networking would be better spent doing
something more productive, something more profitable. But when you dedicate
just a little bit of time every week to making and maintaining business associations,
you’re banking your efforts and will be amazed how much interest it
will earn for your accounting business in the end.
A Little Networking Goes a Long Way
To give you an idea of just how profitable networking can be, imagine attending
one networking opportunity each week. Let’s say that you get
two referrals at each of those weekly networking opportunities; that's
8 contacts per month. Now, what if one of the eight contacts becomes
a client? You’ve spent four hours networking and have obtained
one client bringing in approximately $300 per month, or a lifetime value
of $10,800. That’s a profitable 4 hours. Now imagine if you
spent 4 hours networking every month.
Making the Time
You might be so focused on your day-to-day workload that
you feel ‘too
busy' to participate in networking activities. But consider this; networking
is one of the least expensive and most effective marketing strategies for
accounting services. As such, it should not be overlooked by the 'time deprived.’ Schedule
networking like you would an appointment with any of your paying clients.
It won’t be long before your networking efforts give you more clients
to fit in to your already busy schedule. You would make time for new clients,
wouldn’t you?
Networking need only take a small amount of time, but it should be undertaken
on a regular basis. Whether it involves a telephone call, card or e-mail
message, it is still a networking activity, and this contact will keep you
in front of the people with whom you are communicating.
Finding Opportunities - Networking Groups
Three common organizations provide a forum for effective networking. They
include your local Chamber of Commerce, various industry associations,
and professional networking groups such as Business Network International
(BNI). Join these and enjoy the many different benefits associated with
them. Attend the meetings regularly, and volunteer to help out. In this,
the networking group is much more inclined to become a source of clients.
Tax Preparers
Networking is not limited to the attendance of networking-related functions.
While there are distinct advantages in these activities they are just
the tip of the networking iceberg. For example, nowhere else is networking
more advantageous than in associating with a tax preparer. Most tax preparers
do not do bookkeeping, but regularly work with clients that need help
with their finances. As an accounting professional you meet many tax
preparers. Get to know them well and be sure to exchange business cards.
Natural Business Partners
In addition to tax preparers, there are other professional
relationships that you will want to nourish. These are called “Natural
Business Partners” and include individuals that the deal with the same
type of clientele you would work with.
Volunteer Work
Another networking angle that is often overlooked is volunteer
work. If you’re
a member of any type of organization, whether it be religious, civic, trade,
hobby, or even a ‘home owners’ association, then you have an
opportunity to focus on helping them with their accounting. This provides
you with yet another opportunity to meet potential clients.
Effective Networking
To best use your time when attending a networking meeting, you must talk
to as many people as possible in the short time frame of the gathering.
Develop a 30-second commercial that feels comfortable and fully describes
the benefits you offer.
To be a good networker you must also have the ability to listen. The old
adage that "God gave us two ears and one mouth and they should be used
in that order" is one that has great application in networking. Avoid
being impatient to talk about yourself and your own business activities;
your focus should be on learning about your new friend, their business, and
discovering how you may be able to help him or her.
Of is utmost importance that your networking activities develop a feeling
of trust, as trust is the universal foundation of business.
Rules to Network by
There are two fundamental rules that should be followed in order to reap
the benefits of networking:
- Give without remembering, and receive without forgetting
When it comes to networking you should not keep score. Do what you can for
your contacts without expecting payback. Conversely, you should always
be grateful for what your contacts give you. Express thanks often and memorably.
Be generous with information and connections - there is always a lot
to go around
If you're interesting in obtaining referrals, your initial strategy
should be to give them to others.
These two rules are based upon the idea that what you give comes back in
spades.
Conclusion
If you want to steadily grow your business, you can’t afford not to
network. Take some time today to schedule in weekly networking opportunities.
Master Marketing Skills
In the course of a week, you run into potentially hundreds
of small business owners that struggle to do their own books and taxes.
They need the kind of service taught in the Professional Bookkeeper and
Professional Tax Preparer programs. With their emphasis upon real-world
small business accounting and tax, you will have an incredible edge
when it comes to servicing their business that is taught nowhere else. The
Professional Bookkeeper and Professional Tax Preparer programs teache you
how to find paying clients and to service their accounts efficiently, all
while keeping your clients pleased with your unique talents.
Learn
How the Marketing Method Taught in the Professional Bookkeeper Program
Gets You Clients Fast!
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