no clients, its been 4 and a bit months - The Book-keepers Forum (UK)

lor · Guru

no clients, its been 4 and a bit months

kjmcculloch · Guru

Your website looks good. Have you had any enquiries? Are they falling away after that, or not even getting to that stage?

What businesses have you been targeting with your postcards, or has it been a blanket mailout of everyone locally?

Kris

steve12 · Veteran Member

Hi,

Although I am a bookkeeper in full time employment and do some work for a few people outside my employment, I thought of becoming full time self employed and at one stage I did the same as yourself, sent out leaflets to many small businesses, advertised etc but got poor response, a few enquiries. Certainly in my experience there is not enough work to maintain a decent income to live on. There are a few self employed bookkeepers who will claim to make alot of money but realistically the vast majority of self employed bookkeepers will struggle to make even a modest income. In my experience a bookkeeper in full time emloyment or even part time employment will earn more money than most self employed bookkeepers.
Having expressed my views I do hope things improve for you and your business.
Good luck!

Julie · Senior Member

Hi Lorraine,

Good website, looks very professional.

I can understand your logic behind reducing your costs, but I personally would not have prices listed on your site / marketing leaflets etc., as in my mind half your sale pitch has gone.

What I mean is, a client will see your website/leaflet, like what they see, ring up to make an enquiry - this then gives you the opportunity to sell your bookkeeping services, suggest meeting up to discuss further where you can give them a more accurate quote for the work etc.,. if they are serious they will agree to meeting up and if all goes well you have a new client. With you having your prices up front already, a prospective client may even think that if prices are so low, there must be something lacking in the service you offer.

You must have an idea of what the going rate is in your area, as long as you are, say £1 or even £2 under then that keeps you competitive. Also offering extras such as the first vat return free - provided that it is in conjunction with regular bookkeeping may be a bargining tool.

I know it can be very frustrating waiting for that first client, but keep at it. Im constantly sending mailshots out to different traders, this week Im targeting gardners / landscapers ! next week it will be gas fitters..... the list goes on.

Have a look at your local newspaper, make a note of the section listing services such as painters, gardeners, plumbers etc., look out for new adverts and send them a flyer / ring them.

I think what you have done in terms of marketing has been right, you just need to keep on. It took me a good few months to get my first proper client who was not a member or friend of the family, that is a proper paying customer who did not want `mates rates` !!

Just keep at it.

Good Luck,

Julie

Alison · Senior Member

Hi Lorraine

Would say that you have unfortunately opened your business at a bad time. There are so many bookkeepers opening businesses and unfortunately not enough clients (so many potential clients are going under), some potential clients are cutting costs and going on courses to learn how to do their own bookkeeping. Also if accountants clients are going under some accountants will be then offering bookkeeping services elsewhere also to increase their client base again (and unfortunately for bookkeepers a client would hire the accountant over the bookkeeper probably 8 times in 10).

You can earn a good living from bookkeeping in the right time (January I earnt a fair bit but worked many many hours, 7 days a week so was not that great). But the trouble with bookkeeping is unless you are very lucky clients come and go for various reasons, they get larger and they decide to hire inhouse bookkeeper instead, they retire, they decide they want to be trained how to do their own bookkeeping so you get paid good rate when training then nothing, they go under.

I manage an IT retail franchise and an internet/gaming cafe as well, and recently started an ebay and amazon shop so have things to keep me busy. I have got a good client base (but there are quiet times especially having clients who are a little slow in getting their paperwork to me).

Hope you get some new clients soon.

Alison

Count1314 · Senior Member

Hi Lorraine

One of the best ways is to form a relationship with one or more local accountancy practices. Very often they have potential clients coming to them with a request of such services and it is fairly common for the accountancy practice to recommend a local bookkeeper rather than take on the work themselves. A lot of the time, they may even be an existing client of theirs at the time who wants to improve their accounting or simply wants to free up time to concentrate on other things.
Perhaps you could write to introduce yourself and your services or just pop in to enquire if these are services they provide and if there may be any opportunities.
Remember, the accountant should pick up the work too in the preparation of statutory accounts/tax returns etc for new clients.
Other than that - make sure that everyone you know and everyone in any clubs/societies that you a member of know what you do.....and leave business cards where you can.
Good luck!

lor · Guru

kjmcculloch wrote:

Your website looks good. Have you had any enquiries? Are they falling away after that, or not even getting to that stage?

What businesses have you been targeting with your postcards, or has it been a blanket mailout of everyone locally?

Kris

I have had a lot of companies contact me so far trying to sell their products.
I did get a enquiry also from a guy in abroad but didn't want to deal with this.
Thank you all for your suggestions.
Keep them coming.

lor · Guru

kjmcculloch wrote:

Your website looks good. Have you had any enquiries? Are they falling away after that, or not even getting to that stage?

What businesses have you been targeting with your postcards, or has it been a blanket mailout of everyone locally?

Kris

Roughly speaking as i can't remember exactly
dentists, plumbers, carpenters, builders, hairdressers, air conditioning tech, butcher, i sent out 100 in total.

I also went around the local area and posted through peoples doors.

-- Edited by lor on Friday 8th of May 2009 11:50:42 AM

lor · Guru

Julie wrote:

Hi Lorraine,

Good website, looks very professional.

I can understand your logic behind reducing your costs, but I personally would not have prices listed on your site / marketing leaflets etc., as in my mind half your sale pitch has gone.

What I mean is, a client will see your website/leaflet, like what they see, ring up to make an enquiry - this then gives you the opportunity to sell your bookkeeping services, suggest meeting up to discuss further where you can give them a more accurate quote for the work etc.,. if they are serious they will agree to meeting up and if all goes well you have a new client. With you having your prices up front already, a prospective client may even think that if prices are so low, there must be something lacking in the service you offer.

You must have an idea of what the going rate is in your area, as long as you are, say £1 or even £2 under then that keeps you competitive. Also offering extras such as the first vat return free - provided that it is in conjunction with regular bookkeeping may be a bargining tool.

I know it can be very frustrating waiting for that first client, but keep at it. Im constantly sending mailshots out to different traders, this week Im targeting gardners / landscapers ! next week it will be gas fitters..... the list goes on.

Have a look at your local newspaper, make a note of the section listing services such as painters, gardeners, plumbers etc., look out for new adverts and send them a flyer / ring them.

I think what you have done in terms of marketing has been right, you just need to keep on. It took me a good few months to get my first proper client who was not a member or friend of the family, that is a proper paying customer who did not want `mates rates` !!
Just keep at it.
Good Luck,
Julie

hi Julie I have removed prices from website and have been thinking then i may get more enquiries as people may start enquiring re: price?

and hopefully go from there.

lor · Guru

steve12 wrote:

Hi,

Although I am a bookkeeper in full time employment and do some work for a few people outside my employment, I thought of becoming full time self employed and at one stage I did the same as yourself, sent out leaflets to many small businesses, advertised etc but got poor response, a few enquiries. Certainly in my experience there is not enough work to maintain a decent income to live on. There are a few self employed bookkeepers who will claim to make alot of money but realistically the vast majority of self employed bookkeepers will struggle to make even a modest income. In my experience a bookkeeper in full time emloyment or even part time employment will earn more money than most self employed bookkeepers.
Having expressed my views I do hope things improve for you and your business.
Good luck!

I am currently in full time employment as a bookkeeper for a small ltd company, but was aiming to earn extra income on a self employed basis.

farmergiles · Veteran Member

I work from home and I am an AAT part qual Technician. I have worked in practice for quite a few years and I was fortunate that a couple of my old bosses clients came with me.
I have done the normal, advertised in shops, put flyers on trades persons vans and handed out business cards until I'm blue in the face.
I have slowly(12months) built up to 27 clients, a few of which I need to do book keeping for as well as year end and tax returns. I will probably start to outsource some of this because I have found a contact, locally, through this forum.
One thing that I am now offering my clients is Monthly income & expenditure returns. This is aimed at those that need financial support. The banks love the idea and are prepared to put my name forward to their customers who are either just starting out or are already in business. It also keeps new business appraised of their financial position and makes it easier to spot problems early.

Everything in business is about your "Unique Selling Point" or USP. What have you got that other book-keepers haven't, what can you offer that others can't.
My USP is the monthly income & expenditure, maybe some of you could do the same. Also, tie yourself into an accountant if you can, then you can offer a "1 stop shop" to potential new business.
I wish all of you the very best of luck in growing your new businesses.

Talking to some one on another forum I have just remembered that if some of you have low incomes coming into the house, don't forget that you may be entitled to Working Tax Credits. Even if you have no children at home, if your income is low you may still be entitled to claim.

kind regards
Peter

-- Edited by farmergiles on Friday 8th of May 2009 01:58:13 PM

lor · Guru

I appreciate all yours answers and hope it isnt long before i get a client, fingers crossed.

davids · Newbie

There's no point in having a price list if there re no prices on it. Personally it would put me off as a customer to see TBA as a price.

Julie · Senior Member

Hi David,

It is a something to consider, should you list your prices and so not only let prospective customers make their mind up before even contacting you, but also let the competition know !

I personally do not set out my prices on any marketing materials for reasons as explained above. Also, clients requirements can differ so much. I have one who I do a lot of admin for in addition to bookkeeping, these are two completly separate tasks. If I listed my prices I would have two different prices and would probably put the client off. Instead I negoiated a `special rate` to incorporation both tasks, the result is that the client is happy and we both know a good deal has been struck.

Perhaps a compromise would be to insert the following statement :-

FEES

Please contact us for a quote. Unfortunately due to the differing nature of our client's requirements we cannot state a fee without discussing your needs and requirements first.
Fees can be arranged on a fixed fee basis or hourly rates depending on your preference.

Fees from as little as £** per week / month.

Its also trial and error when first starting out, what works for one may not work for others.

Julie

lor · Guru

Yes it is difficult to know what is right and what is wrong, I guess there is no set answer like you have said trial and error.

It is good to hear your opinions, you say that when showing prices on the web it is also letting the competition know your rates may sound silly but i hadn't looked at it from that angle.

Julie · Senior Member

Hi Lorraine,

Just checked out your website, very, very good. I do hope the new and improved site will attract some enquiries for you.

Best of luck,

Julie

AccountantsCircle · Senior Member

farmergiles wrote:
One thing that I am now offering my clients is Monthly income & expenditure returns.

What is an income and expenditure return?

Building a business is a slow process... and even slower if done one the side (evenings, weekends etc).

100 flyers isn't really a great number. I think it's fairly normal for a response rate to be well under 1% so not surprised there wasn't a reponse. Of course this can vary if this is really targetted - both in who it's sent to and the message pressing the right buttons as well.

Also a single advert may not be the most effective either. For impact in advertising it needs to be seen several times before sinking in - though you can be lucky with responses from a first time too.

I'd suggest looking at your marketing side more closely rather than just advertising, as it doesn't sound like you've been networking or building relationships with local business which can make quite a difference.

Have you had anyone look at your adverts? The way these are written and how they are targetted?

I think it's a good idea to keep away from competing on price. Hourly rates are only as good as the people doing the work, and clients deciding purely on an hourly rate are more likely to be the ones you really don't want.

You most likely want to focus on the service - the real value and benefit to them.

farmergiles · Veteran Member

Sorry, John, Should have read "Monthly Income & Expenditure Accounts"

AccountantsCircle · Senior Member

Aaah - thanks. I wasn't sure as it did sound quite different the way you mentioned it.

Certainly things like this can show extra value, and hopefully the benefit in having such information provided.

We have an Excel template for Management Accounts to help with this too if people don't have something. Works alongside any accounting system and as it's branded and prepopulated with sample data - makes for a good sample to present alongside quotes etc.

I suppose the main issue here though is actually getting the leads in the first place. It is important how those leads are dealt with, to convert them to actual clients... but that can be a whole other topic.

Spaulding · Member

This is disheartening, I've been thinking for quite some time about starting a bookkeeping business and reading posts like this just swings me more to the "I'll just be wasting my time" side.

That said, on your site I see something that in my experience may well be causing you problems.. The 0871 number, as far as I'm aware people hate calling these expensive phone numbers, IMO if you don't want to use your landline, you would be better off putting a mobile number down than an 0871 / 0870 .. These numbers are just seen as a rip off, hense the birth of the website "say no to 0870"

Just my opinion, hope it helps

AccountantsCircle · Senior Member

I don't think you should be disheartened by any of this. I think most of us are trying to be realistic and conservative... and bear in mind that lor is already in full-time employment so not completely devoted to building the business at this stage.

I've seen plenty of profitable bookkeeping businesses. You have to bear in mind it is an ongoing service, not a quick sale product so it does often involve long-term relationship building to be successful.

Some people are great at developing those relationships, and put time into this and things like networking. If your rates are adequate to cover costs, a wage(s) plus something for a profit - then you are moving in the right direction if client conversions are also happening.

Julie Dawn · Senior Member

I have recently decided to start a bookkeeping business from home, and although the economy is not great at the moment...it will eventually get better. I am still in full time employment so I am hoping it is the ideal time to start.

I am not expecting miracles but I am sure there are still plenty of small/medium businesses out there that require bookkeeping services.

Julie

kjmcculloch · Guru

I'm in much the same boat as Julie right now. Just finishing off my ICB level 2 and will be taking the exam in the next few weeks. Looking to set up from home. Again, I'm still in full time employment but have the benefit of working 4 days on 4 days off.

Similar to Julie I don't expect miracles, but would like to be in a position within the year to part ways from my employer and go it totally alone.

lor · Guru

goodluck to Julie Dawn and Kim Culloch in going self employed, hope it all goes well. Thank you everyone else for your thoughts and suggestions, you have been very helpful.

Julie Dawn · Senior Member

Thank you lor

saturna · Member

Nice looking website Lorraine. You've done some advertising, which is great but you also need to do some serious networking. Call accountants in your area and let them know about your services. Many accountants are looking for good bookkeepers to refer their clients to so they don't have to clean up a huge mess at year end.

Also, call other bookkeepers and get to know them. You'll probably find some that are so busy that they can't take on any more work. Ask them to refer these people to you. You may even be able to get overflow work from them and could subcontract through them.

Also, I disagree with not only lowering your rates but removing them from your website. You've got the education and the experience, so get paid for what you're worth. Don't shortchange yourself. Have you contacted other bookkeepers to see what the going rate is in your area? Find out where you fit on this scale. I like to show my rates on my site to avoid the "tire kickers" (people who want a bookkeeper but don't want to pay the going rate. Don't waste your time on these people.

Finally, don't be shy about talking about your bookkeeping business to everyone you come in contact with. Somebody always seems to know someone else who is looking for a bookkeeper. Word of mouth will be your best advertising.

-- Edited by saturna on Tuesday 19th of May 2009 07:22:44 PM

lor · Guru

To keep you updated:

I am pleased to say the situation has changed, google seems to be the main place people are seeing me.

AccountantsCircle · Senior Member

Congratulations!

When you say Google - you mean as in searches finding your website and then making contact?

If so, that's great and means you've got a couple of things right. 1) Getting found on Google, and 2) Your website is doing its job.

Remember it's easier to keep a client, or offer more services (if appropriate) than to get new clients... but as you grow getting new clients will be easier too!

lor · Guru

Thanks Accountants Circle, that is something I am aiming to do, to offer as many services to my clients as possible. My website is showing on google then people are looking at the website and calling me. Which has taken about nine months.

But then I was thinking maybe it's the time of year with Tax deadlines and all!!!!!

I think this will be a busy period up till end of January, fingers crossed, I hope it will be....................

-- Edited by lor on Tuesday 6th of October 2009 12:01:47 PM