7 Proven Strategies to Become a Bookkeeping Client Magnet
Written by Bindi Gethen
Often, as bookkeepers, we pigeonhole ourselves into a box labelled “number-crunchers” and forget about what we bring to the table. We’re not just keeping ledgers. We’re financial professionals that bring genuine value to businesses.
But between the spreadsheets, income statements, and balance sheets, we all dream about the day clients will come knocking on our doors, right? If you’ve been wondering how to get more bookkeeping clients for your agency, the key isn’t in the decimal points. It’s in the value you offer beyond the numbers. It’s about reframing your perspective to recognize that you’re not simply providing a service but solving a problem and eliminating a pain point for your clients.
In this article, I’m going to take through seven proven strategies that could help transform your bookkeeping agency into a bona fide client magnet. Yes, you heard it right – seven. Not one, not two, but seven strategies that have been tried, tested, and perfected by some of the most successful bookkeeping agencies out there (including our own).
How to Get More Bookkeeping Clients
1. Define Ideal Client Profile
As much as we’d like to, we can’t be all things to all people, no matter how hard we try. You have a specific skill set, a specific style of service, and it’s important to hone in on the group of clients that resonate with your unique style and offerings. You have to speak their language.
For instance, if you’re a bookkeeping agency that specialises in serving small to mid-sized construction companies, your marketing efforts should speak directly to this audience. Highlight your understanding of construction-specific accounting issues such as progress billing, job costing, equipment tracking, and your proficiency with industry-specific software.
Now, let’s say you’ve decided to focus on high-growth startups instead. You’ll need a different approach. Highlight your ability to scale with their needs, your familiarity with fundraising and financial modelling, and your experience with cloud-based accounting software. Paint a picture of a partnership where you free them up from bookkeeping hassles so they can focus on growing their business.
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2. Build a Strong Online Presence
A strong online presence not only validates your business but also gives your brand a platform to demonstrate your expertise, build trust, and attract more clients.
You don’t need to be a tech wizard to establish an online presence, but you do need to understand the key components that make up your digital footprint. This includes a professional website, active social media profiles, and a regularly updated blog with industry-relevant information. These are the basic trifecta of an online presence.
Your website tells the story of your business; your social media allows for engagement; and your blog proves your expertise.
For your website, I recommend adding client testimonials, case studies, and a portfolio of your work. Your social media, on the other hand, is not just for promotional content. It’s for sharing relevant news, insights, and even a bit of behind-the-scenes to humanise your brand.
Also, please consider establishing your thought leadership through blogging and content creation. Share insights about bookkeeping best practices, common mistakes, tax updates, or software recommendations. Use your blog posts to answer common questions your potential clients may have, showcasing your expertise in the process. Not only does this provide value to your audience, but it also helps improve your search engine rankings.
Using our construction bookkeeping specialist as an example, a blog post could be “5 Common Job Costing Mistakes in Construction and How to Avoid Them.” For the bookkeeping agency targeting startups, a relevant topic might be “Financial Metrics Every Startup Founder Should Track.”
3. Network Like Crazy
The power of networking can never be overstated.
While online marketing (e.g., online forums, LinkedIn, Facebook groups) might bring you visibility, nothing quite matches the impact of personal relationships and word-of-mouth recommendations in the world of business. It’s about going out there, shaking hands, having conversations, and building relationships that often turn into fruitful client engagements.
Networking isn’t just about attending events and handing out business cards. It’s about engaging in meaningful conversations, asking questions, and actively listening. This isn’t about immediate gains but, rather, building long-term relationships.
4. Learn How to Cold Pitch and Do Warm Outreach
It’s no secret that cold pitching can be a daunting task. The fear of rejection is real, but with the right approach and some practice, it can become one of your most effective strategies for landing new clients.
The first step in a cold pitch is research. Find out as much as you can about the company you’re targeting. Understand their business model, their challenges, and how your bookkeeping services can help them. A well-researched pitch shows your potential client that you’ve taken the time to understand their business, and aren’t merely sending a generic sales email.
Personalise your pitch. Use the recipient’s name, reference specific aspects of their business, and present your service as a solution to a problem they’re facing. The idea is to make them feel seen and understood. This makes a huge difference in how your pitch is received.
Pro tip
You’re not just selling a service. You’re offering a solution.
Warm outreach, on the other hand, involves reaching out to connections you’ve already made, like past clients or people you’ve met at networking events. It’s usually more effective than cold pitching because there’s already a level of trust established. Here, it’s key to keep the conversation friendly and remind them of the context or the common connection you share.
For instance, if you’re pitching a construction company, you could reference a recent project they completed and discuss how your service could help streamline their financial tracking for such projects. If you’re doing warm outreach to a startup founder you met at a networking event, you could remind them of the conversation you had about the financial challenges of startups and how your services can help.
5. Offer Specialised Services or Packages
In a sea of bookkeeping agencies offering similar services, one of the most effective ways to attract clients is by offering specialised services or packages.
For instance, if you’re focusing on construction companies, you could offer a service package that includes job costing, equipment tracking, progress billing, and construction-specific tax consulting. If you’re serving startups, your package could include cash flow forecasting, fundraising financial planning, cap table management, and startup-specific tax consulting.
By offering specialised services, you show your potential clients that you’re not just a generic bookkeeping service, but a partner who understands their industry and its unique challenges. You’ll give them a no-brainer reason to choose you over a competitor.
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6. Exceed Client Expectations
Exceeding client expectations is a tried and true way to become a client magnet. When you deliver more than what’s expected, clients are not only more likely to stick with you but also refer you to others. It’s about delivering stellar customer service, showing initiative, and always aiming to add value.
For a bookkeeping agency, exceeding expectations could mean proactively providing financial insights, promptly responding to queries, or even just making the client’s life easier by using easy-to-understand language rather than complex accounting jargon. It could also be about using the latest technologies to streamline processes and provide faster, more accurate service.
Are there expenses that can be reduced? Is there a revenue stream that can be expanded? Can their tax liability be reduced? These proactive insights can make a big difference in your clients’ business and make you an invaluable partner.
7. Outsource Some Work
Believe it or not, you can’t do everything yourself, especially as your business grows. Outsourcing certain tasks can free up your time to focus on core tasks like client acquisition and service delivery.
You could outsource tasks like data entry, payroll processing, or even tax preparation to trusted contractors or service providers. You could also consider using a virtual assistant for administrative tasks like scheduling, email management, and invoicing.
Learn From the Best in the Bookkeeping Business
Success in the bookkeeping business isn’t handed over in a neatly tied package – it’s painstakingly earned. And those who have earned it have one thing in common: They recognize that attracting clients is not a single event but a process. This process isn’t built on any single strategy, but rather on the effective combination of all seven that we’ve discussed.
The best in the bookkeeping business didn’t become “the best” overnight, they continuously learned, adapted, and implemented these strategies to suit their unique circumstances and clientele. The world of bookkeeping doesn’t need another number cruncher; it needs problem solvers, value adders, and relationship builders. Need more advice? Feel free to schedule a quick chat with me.
Hey, my name’s Bindi Gethen! I’m the founder of The Bookkeeping Studio in Australia. With over 15 years of experience in the industry, I have a deep understanding of the challenges that small and medium-sized business owners face when it comes to managing their finances.
I am passionate about empowering my clients with the financial information they need to succeed. My team and I pride ourselves on our commitment to exceptional value, accuracy, and confidentiality. Our virtual bookkeeping services include payroll, budgets, and management reporting, among others.
Not to toot our own horn, but we can assure you that you won’t find a bookkeeping partner like us anywhere else in the Southern Highlands.
