Looking for some words of wisdom before I meet a potential new client. This would be the 1st time I've had to go and "sell myself" (so to speak) to a new client as my other clients have been literally handed to me, so I'm a tad nervous.
I think I've already under sold myself a little as I quoted them a price per hour when they called, but they are looking for a fixed price per month so I do have a get out clause there.
They're just looking for someone 1 maybe 2 days a month to check up on the girls he hired to do his books and to catch up on anything that they are running behind on. Not too difficult, but still can't shake those butterflies away.
Hi, you may always feel nervous about going out and selling your services. I still am. I would just say, stay positive, ask lots of questions to really understand what they are looking for you to do. This is so you can get a clearer picture of how much work may be involved. Don't give them a price there and then ask if it is ok for you to go over the information they have provided to you so that you can put a proposal together. Book a date in the diary a few days later to meet with them again to go over this proposal. The most important thing I have learned from selling is that you have to put yourself in control of the meeting and show them you are listening to them and hear their "pain". You have to find that "pain" through all your questions because if you can cure it you will add massive value to them. At the end of the day clients want value for money, we all do.
For the majority of cases charging by the hour is a very inefficient way to work. Clients can actually pay more on an hourly rate depending on how efficient the bookkeeper is. For example if you quote £20 ph and someone else quotes £15 ph it may take them 2x longer than you so the client is paying for those 2 hours £30 when you could have done it in 1 for £20 so you could come out cheaper anyway. I have packages put together for clients and up-sell where I can.
Another advantage to fixed fees is you can get all clients to agree to paying by standing order and you don't have to worry about chasing for your invoices to be paid. Works fantastic for me!! They all agree to it because it is part of the deal if they engage me.
Hope this helps! Good luck, stay calm and positive and you will be fine.
I have 2 meetings on Thursday so planning now for them!
Just be confident in your approach. It is not always easy but remember that you are the professional and they are the client. They are asking you for your advice/ opinion.
If you are not sure about something say you will look into it.
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Phil Hendy, The Accountancy Mentor
Are you thinking of setting up your own practice or have you set up and need some help?
If so a mentor may be the way forward - feel free to get in touch and see how I can assist you.
Another tip for meeting new clients is to find out a bit about them.
Use Google to search for them and their business. LinkedIn, Twitter and Facebook are good places to search for as well. If they have a good web presence you can glean a lot of useful information. Even if is just that the director supports a particular football team - a great icebreaker and shows you have thought about their business.
__________________
Phil Hendy, The Accountancy Mentor
Are you thinking of setting up your own practice or have you set up and need some help?
If so a mentor may be the way forward - feel free to get in touch and see how I can assist you.
