It seems a difficult task, I will not say it is not, and there are too many things against, many obstacles to overcome and fears to overcome, especially because for most accountants the issue of sales seems very thorny.
I’m not going to lie to you, I do not have a magic formula to go from 0 to 100 clients from one day to the next, I do not believe in easy and quick methods to get money and that’s not what I’m trying to talk about. I just want to share lived experiences on how to get new accounting clients, for me some were good and others not so much, but I will only focus on those that were waiting for it to be of great value to you in your project of entrepreneurship:
- Free display:
Sometimes you go to a supermarket and you find some tables willing to serve you and give you tastings of new products, you feel pleased to receive this in exchange for nothing but you also know that it is only with the spirit of craving and end up becoming a customer. That is precisely the idea!
The sale of services is based on trust, if people do not know who you are, what you can do and how well you manage your area they will surely not want to contract with you, they have no reason to do it, the ideal strategy is to show you as a figure of authority in the field of your services, so that people see how good you are and so they can buy you.
Everything is a matter of showing you that others see what you can do, lose fear and gain confidence in yourself. If your field of action is the tax, you could be talking to people about the importance of tax planning, if you move better in the audit you could be sharing with your potential clients how much you can gain efficiency when there are controls in the processes . You just have to find your field of action, identify your ideal client (I hope to talk about this later) and show how much you know about the problem they currently have.
In every market there are people who buy and others who cause the purchase. If you are married you know what I am talking about; it is likely that you will provide resources for home purchases just like your partner, but there are purchases in which she has more incidence than you. For example:
If a company wants to sell an apartment in the city for young couples, it can direct its advertising to the man talking about the good quality of the materials and the support of the construction company or in its place to the woman, mentioning the good memories that it can create in this place because of the location and open spaces with which account what ad you think would sell more?, you will agree with me that the second. Companies know that women are a great influence in the decision to purchase these products, therefore, although the man is the computer of the expense they direct their advertising to it because they will arrive faster at the close of a sale.
- Leave your legacy
It is very likely that an accountant like you, who is thinking of getting more clients does so because he has a long-term vision, for you independence is a serious project and you take it responsibly, so, as a good strategist, you should think to long term.
Every good leader has around him people who identify with him and grow and train believing in the legacy of the one from whom they learned, these people who benefit from your knowledge and that you voluntarily or involuntarily, will be your best reference in the future, the biggest and most faithful salespeople that you have, that’s why I consider that every professional who takes his project of independence seriously must leave a legacy in society, not only because he is looking to grow and position his company, but to improve every day the profession that exercises.
You are wondering … what are you talking about? I do not understand … leave a legacy ?. Yes, I am talking about teaching, educating others, educating and sharing your knowledge with future generations who, although they may not be your clients (although some may be), will become the best voice to voice that you can get.
I am talking about giving you the opportunity to teach in universities or technical institutions, share your knowledge with the new generations because they will be your spokespersons tomorrow.