I'm thinking about writing to some local Accountants to see if they outsource their bookkeeping but I have a couple of queries before I do!
1/ Are Accountants generally open to outsourcing their work? I've worked for two practices in my time and they didn't outsource work so I'm wondering if it is commonplace or not?
2/ What should I say in the letter - do I mention my hourly rate (is £15 p.h. reasonable?!), what should I definitely not leave out of the letter, etc.? Any links to any templates would be a MASSIVE help! I appreciate that cold calling may be a better way to gain new business but I totally clam up when trying to sell myself so putting it in writing is definitely a better approach for me personally! Or maybe emailing is better as they can't just throw it in the bin?!
3/ Are flyers beneficial or a waste of time? I've heard mixed reviews about the benefits of flyers.
I'm thinking about writing to some local Accountants to see if they outsource their bookkeepingbut I have a couple of queries before I do!
1/ Are Accountants generally open to outsourcing their work?
yes and no. Its quite common that they need a lot of bookkeeping work done and if their own staff are at full capacity its either train up someone new or outsource.
Whoever they outsorce to is a reflection on their business so either by personal experience or reference they will need to know the bookkeeper before they think of offloading work to them.
Quite often you will find bookkeepers impress an accountant with work they have done for one of the accountants clients and through that end up winning more work and then word of mouth from the clients finds more work, etc.
Consider it like a snowball rolling down a hill. Difficult to get started and then difficult to stop.
I for one get a lot of unsolicited requests from bookkeepers, especially new ones and I write back to each one that has written to me rather than it obviously being a mailshot wishing them well but with a general thanks but no thanks as even if I needed to outsource work it would only be to someone that I already knew their work.
Thats not as insummountable as it seems but you just need a few clients to get the ball rolling.
I've worked for two practices in my time and they didn't outsource work so I'm wondering if it is commonplace or not?
2/ What should I say in the letter - do I mention my hourly rate (is £15 p.h. reasonable?!), what should I definitely not leave out of the letter, etc.? Any links to any templates would be a MASSIVE help!
I would not go down the direct mailing to accountants route. As I say, I get a lot of these letters. Some better written than others. But accross the board I would not use a bookkeeper that I did not know as that persons work represents my business.
Reputation is something a long time won but can be lost in a minute.
I appreciate that cold calling may be a better way to gain new business but I totally clam up when trying to sell myself so putting it in writing is definitely a better approach for me personally! Or maybe emailing is better as they can't just throw it in the bin?!
See below which basically runs to the premise of don't try to sell yourself but just put yourself in the right position for those hiring to approach you.
I do get quite a few cold calls and the number of times that the caller launches into a rehearsed spiel rather than the conversation flowing. Sometimes you don't even get an hello or can I speak to someone looking to hire a bookkeeper. Its just a pick up the phone with someone attempting to rush through what qualification they have without any introduction which seems to be the telephone equivalent of a rabbit caught in headlights.
I can totally understand the fear and nervousness and like to think that I'm gentler than most with them but they've really shot themselves in the foot as soon as they started talking.
3/ Are flyers beneficial or a waste of time? I've heard mixed reviews about the benefits of flyers.
Flyers tend to be a little down market. You could try postcards which are a little better but really there is no replacement for networking.
When selling yourself don't try to sell yourself but rather leave it for the person you want to employ your services to have that epiphany.
There is nothing worse than eternally being bombarded by people who want you to use their services. Far better if you hang around the coffee area and strike up casual conversations which don't attempt to sell anything such as the "I really though that there would be more buyers here but everyone is trying to sell me something".
That puts the other person at ease and they are likely to ask "What do you do?". which is the opening that you are trying to create.
Any help would be much appreciated!
Look at networking. Chase clients who are likely to open the door to other clients. Don't try to oversell yourself.
Wishing you the very best of luck in finding the right clients to get your business off the ground.
Thanks,
Liz
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.
I've been working my way through the words and videos on this web site - marketingforhippies.com. He teaches marketing to green, holistic and alternative businesses, and doesn't do pushy sales stuff. I'm still trying to work out how to apply it to my business, but there's some good stuff there that I like. Be warned though, there are a good few hours of videos, and a lot of interesting things to read, but some of it gets repetitive. But it's free!
You need to absorb all of it, but the stuff about hubs may be helpful.
That's what I need to do, networking events- not very keen on the idea though..
Especially when they are packed with bookkeepers and accounts anyway, but id expect that in Berkshire :(
If only we could sell bookkeeping services to bookkeepers we would be rolling it in.
West Midlands / South Staffs is a similar scenario on the bookkeepers to businesses ratio.
most networking events I don't even get a look in as they're already quota'd up on financial services professionals.
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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.
