There’s no magic formula to increasing your QuickBooks® practice to get more clients, but there are guidelines to adding new ones and retaining the ones you already have.
1. Extract referrals from current clients
Many accountants, CPAs, bookkeepers, agents and others take their current clients for granted. But think about it. There is a whole bunch of people at your fingertips that can refer your services and potentially double your business. Think about this carefully though. Offering a reward to your current customers is great, but offering one that is too outrageous can come across as desperate and can create distrust and hurt you.
But, if you create a reasonable offer for your current clients when they refer someone to you, this can create a buzz about your firm. You need to articulate what kind of clients you need or your sources won’t know who to recommend. If you excel in a specific service, seek out those clients. Just because you have a QuickBooks® practice doesn’t mean you want to be all things to all men. Once you’ve mastered the art of mining your sources, you can sit back and collect the gold!
2. Market Your QuickBooks® Practice
You would think this is a no brainer, but unfortunately it isn’t. Even though it’s great to know as much as you can about a full range of products and services, you need to specify and market to a specific audience for a specific need. If you specialize in certain areas of QuickBooks® like ProAdvisor or Enterprise, let people know. Sometimes your own colleagues can hand over clients to you because they don’t offer Enterprise services. Rather than risk losing that client, your colleague can agree to partner with an expert—that’s you!
You can also use social media avenues like GaggleAmp, LinkedIn, Twitter and the almighty Facebook to advertise your services.
3. Establish a Positive Online Presence
I’m speaking specifically of your reviews. You should encourage people to go on Yelp and review your services. You should also be concerned about negative reviews. The reality is that, at some point, you could get a negative review about your practice or something related to your skills, knowledge, or experience. If they do, reply back. BUT WAIT! Don’t jeer or start a war online. That only serves to make you look worse. Instead, attempt to talk with the client to discuss what could have been done differently or to clear the air. Apologize too! This can go a long way. If someone was truly dissatisfied with your services, whether you believe they have good reason or not doesn’t matter. Reviews are meant for review by your potential customers. Showing them an apology, a sincere reply or acknowledgement can actually solidify in their minds that you are a good person to work with. If you have 10 positive reviews and one negative review, chances are the majority of prospects will trust you enough to at least have that very important first conversation about your services.
To read more on this article, go to http://www.sleeter.com/blog/2014/07/market-quickbooks-practice/
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