I'm just starting out as a self employed bookkeeper - I have trained hard over the last few years, and bring good, relevant experience from my previous work history to things, so am confident that, given the chance, I can build a comfortable living once I build-up a client base.
I currently have 1 client, on a fixed contract of 10 hours a week, which is providing a good basis for the business, and regular money coming, but I'm struggling to pick up much more work. My client is absolutely delighted with my work, and is happy to give references to anyone who is interested in hiring me, my problem is, how to I attract people to me?!
I have a website, I have a prominent ad in the yellow pages, and I did extensive market research before I set out, so I know the market is there, I just need to get my name out.
The very first thing is to know your target market segment. This will allow you to focus your marketing. I could tell you what I do, but unless you are targeting the same market it would be useless to you. Failing to have a proper idea of the market you are targeting, or trying a scattergun approach will often either end in tears or cost you a fortune.
Start with the Market that you know the best, expand into linked industries, pick up others by recomendation and acquisition.
For example. You know the courier business, surely that opens opportunities with motorcycle repair which leads to motorcycle sales which is linked to automobile sales and repair... Just a quick top of my head example but you can see the way a target market develops and expands.
kind regards,
Shaun.
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Shaun
Responses are not meant as a substitute for professional advice. Answers are intended as outline only the advice of a qualified professional with access to all relevant information should be sought before acting on any response given.
its the age old problem that many bookkeepers work to the principle of build it and they will come but the reality is that the correlation between website hits and sales is a tenuous one.
The best approach to have is to sit down and ask yourself that assuming that clients can find your website and know of your existance, why would they choose to use your services? And also, why do they not know that?
I think that you will quickly identify that this is a pretty saturated market place and clients do not appreciate that not everyone within it has equivalent skills.
You cannot go advertising yourself as the best or you will end up with a crowd of torch and pitchfork wielding accountants and bookkeepers on your doorstep so how do you get the clients.
The only way is by networking with your peers.
It will not result in immediate sales so it will seem at the start that you are spending a lot for no return. But, the business community wants to see consistency. Turn up every week without fail, make freinds with business owners and from that eventually you will start seeing an increase in enquiries and website hits as your name gets out there.
Consder it a snowball rolling down a hill with very little to start with but quickly gathering size and speed.
Rob (Robh) who used to post on here a lot was a bit of a networking guru (try and have a read of some of his old posts) and he advised that it would take six months of consistent attendance at a good quality networking event to see any return at all on the investment of your time and money as until then you're just the new kid who will disappear in a couple of weeks like so many bookkeepers before you.
Those events would give you access to local accountants (although each event will only be allowed to have one accountant so you may need to join several groups to increase exposure).
For networking also think about social media such as Linkedin and posting helpful technical replies on here (never enough people around to answer Sage queries as people are always stuch on that software and a good number of the regulars here don't use it).
Appreciate fully that it always looks bleak when you spend a load on advertising and nothings happening but stick with it and combine with offline and online networking to get yourself known.
Good luck with the business, sounds as though you are off to a great start with a 10 hour per week client.
all the best,
Shaun.
__________________
Shaun
Responses are not meant as a substitute for professional advice. Answers are intended as outline only the advice of a qualified professional with access to all relevant information should be sought before acting on any response given.
Case of trying out different things and see what works
1. Gumtree - free
2. Adverts in free local magazines - will get your name known locally but will have to pay a small fee for the advert
3. Website - get it SEO compliant and updated on a regular basis. Depending on finances get it professionally designed as a poorly designed website reflects badly on your business. Also get a proper email address with you @yourname.co.uk rather than a hotmail or gmail account. Again is the image that it gives. Can do it yourself on weebly.com plus plenty of others. Depends on your IT knowledge.
4. Direct mailing - this is my best source of clients but it is due to me targetting a particular sector
5. Referrals - need to have clients in the first place
6. Yell/Hibu and Thomson Local - tends to be a waste of money
7. Get yourself listed on free advertising websites
8. Find local enterprises eg business gateway that deliver finance/bookkeeping courses and offer to deliver the classes - new business start up tend to attend these classes.
9. Link up with local professionals eg accountants/solicitors/IFAs etc. They may come across people who need your services. I met a potential client today referred by a solicitor that I met a couple of weeks ago.
10. Flyers - get some flyers printed and go and hand then out in local shops/businesses not just for them but also for their customers/clients to pick up.
11. Telemarketing
Depends on finances and time what of the above you can do but it something that you need to persist with for a few months to see what works.
I agree with all the comments above. Also, you can search for online and other promotional methods. Some of them require a little money and others just require a little of your time. In any case, get ready for some great ideas to get your bookkeeping business started fast!
