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Clients
Don't Hire Bookkeepers, They Hire YOU!
Like any other professional
service, bookkeeping has special features and benefits. Yet, to
distinguish your professional services from that of another bookkeeper
down the street it is important to realize clients don't hire purely on
skill sets, they choose to establish a professional relationship with you
for the unique qualities you present.
Consider these sell-able
personal features as distinctive benefits when meeting with prospective
clients.
Your presence and
dedication.
Being engaged in the needs
of your clients is worth at least 50% of your fee. The more sophisticated
your client the higher the percentage in their eyes as finding a
professional who is THERE with them can be a challenge for anyone looking
for bookkeeping services.
Your set of related
experiences and knowledge.
Each bookkeeper has
experience and knowledge but, are you sharing your specifics so that the
potential client has reason to believe in you? Less effective would be to
state, "I've been a bookkeeper for 7 years." This is vague and
non specific. Better yet, "Based on what you have shared I have
worked with three clients that had similar accounting needs and
challenges. Would you be interested in hearing how they leveraged these
similar opportunities?"
Your development of a
collaborative environment.
The best clients want
someone who can help them come up with clever strategies, solutions and
approaches for their business. It is important to educate the potential
client that as a bookkeeper you collaborate with them on the growth of
their business with proper records, accurate financial reports and a keen
interest in their financial success.
Your professional network.
When the client hires you,
they are getting access to the scores or hundred of experts and
specialists in your professional network. This saves your client a lot of
searching because you have essentially pre- screened these experts. An
example of this may be "With the rapid growth of your business you
may wish to learn about the best time to incorporate your business. I
know the right person to assist you with this." Your professional
network significantly leverages your credibility.
Your professional
commitment.
Displaying a CPB Certified
Professional Bookkeeper designation in your title demonstrates your
commitment to your professional development. Leveraging your skills
through certification demonstrates your efforts of maintaining a standard
within your industry setting you apart from others. Furthermore, allowing
you to set a higher fee schedule than fellow bookkeepers without a CPB
designation.
In the end it's not only
what you know but how you present your unique professional benefits to your
clients that offer you a distinctive edge.
Showcase Your Skills With This Tool
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