| Increase the home bookkeeping services by | | | | attempt to establish potential bookkeeping |
| netwroking, a crucial element for bookkeepers wishing | | | | requirements, mention real benefits that can be |
| to build a clientele of quality bookkeeping clients. | | | | provided and leave the contact with a means to get in |
| Networking The Bookkeeping Services | | | | touch and also the possibility of a return visit. |
| Establishing personal relationships with individuals and | | | | Follow up all cold calls with a second visit when the |
| groups is undoubtedly the major area to build the client | | | | conversation can be more specific to each client |
| base. Businesses requiring accounting and bookkeeping | | | | focused upon the benefits being offered and the |
| services have a strong tendency to remain with their | | | | advantageous of using the bookkeeping services. The |
| existing service providers which makes new start up | | | | most impressive arguments invariably being the |
| businesses a prime target area. | | | | possibility of saving time and or money by adopting the |
| The doors can open by contacting business link, | | | | services offered. |
| discussing the services offered with a business link | | | | A third meeting is likely at which the hard sell can be |
| advisor and obtaining details of all enterprise groups | | | | invoked to obtain the business. |
| and organisations within the desired business area. | | | | The most successful strategy in cold calling and |
| Personal contact is important, each organisation should | | | | obtaining new clients would be to offer the potential |
| be visited in person, regular contact maintained and | | | | client something for nothing. For example, if records for |
| where possible the opportunity to join local business | | | | vat or payroll are behind the offer to bring them up to |
| groups taken up. Many members of start up groups | | | | date free of charge with no obligation would be |
| have little or no experience of bookkeeping offering an | | | | attractive, or perhaps offer a free review of past |
| ideal opportunity. | | | | records on the basis that the tax liability might be |
| Obtain details and attend locally held business link | | | | reduced. |
| seminars and conferences. Contact HMRC to attend | | | | Home Bookkeeping Services Offered |
| a full range of seminars on all relevant subjects such | | | | The range of services offered is fundamental to |
| as self employment, tax and payroll to both improve | | | | building a successful home bookkeeping business. A |
| knowledge and establish contact with start up | | | | wide range of services including bookkeeping, |
| businesses. | | | | stocktaking, final accounts, tax and payroll is more |
| Contact with professional accounting firms and fellow | | | | beneficial than a narrow range. |
| bookkeepers works best when the relationship is | | | | Specialist services can also establish prominence in |
| personal and two way. Sending unsolicited application | | | | niche markets and used to attract additional clients. By |
| forms may be largely ignored while telephone contact | | | | offering specialist services to introduce and obtain a |
| and arranging a meeting works better. At those | | | | new client the range can be expanded to build the |
| meetings the target being to both present the | | | | business. One example may be to offer a bar a |
| application form stating qualifications and experience | | | | stocktaking service. Having established the introduction |
| and also discuss providing the accounting firm with | | | | services can often be expanded in future to include |
| additional business by offering them new clients for | | | | bookkeeping and payroll services. |
| advanced accounting, tax and technical issues from | | | | The most successful specialist service to offer is one |
| the bookkeepers existing clients. | | | | that saves the client money with taxation being the |
| Receiving additional business from referrals from | | | | prime area where professional accountants and |
| existing clients is useful and a long term objective. This | | | | bookkeepers can use technical expertise and |
| area for potential new business can be further | | | | knowledge for the benefit of the client. |
| exploited by conducting the services at the client | | | | Diverse clients will use a variety of different accounting |
| premises particularly when that work involves contact | | | | software solutions and experience of the leading |
| with the client suppliers and customers that can | | | | products improves the potential client base. Specialising |
| increase the networking opportunities. | | | | in one database accounting package might be |
| Cold Calling By The Bookkeeper | | | | acceptable but is unlikely to be the right solution for |
| Sending out impersonal mail shots, leaflet dropping and | | | | every client. Accounting software based upon simple |
| issuing business cards might produce some response | | | | accounting spreadsheets has advantages for smaller |
| but at a very low level unless supported by personal | | | | companies and self employed clients. |
| contact. Potential target areas would include the retail | | | | Becoming familiar with a variety of accounting and |
| trade in local shopping areas, industrial estates and taxi | | | | bookkeeping software solutions enables the |
| drivers. | | | | bookkeeper to taper the service provided to the |
| Initial contact does not produce immediate results. The | | | | needs of the client. |
| prime target should be to first make personal contact, | | | | |