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How should I market my small bookkeeping business?
I just launched a start up called Intellaccts Bookkeeping & Accounting Services firm two months ago. It is a very humble startup. Basically, I am applying my 15 years of accounting and financial experience at various jobs to this business. Given the economical situation in the country, this is the only sustainable option I could select is to start this business.
Now the question. How do I market this new business to new customers? My target markets are small and medium businesses who can not afford expensive accounting departments to run their business. The way I classify marketing efforts is in two categories - Push Marketing and Pull Marketing. 1) Pull Marketing is mainly applicable to Social Media sites for business networking where I post company's profile to attract website visitors. 2) Push Marketing is where I have to reach out to my prospects.
My challenge is #2 - Push Marketing. Are there any reliable and AFFORDABLE companies that would sell databaess of small and medium business's key decision makers where I can reach out to them to market my business? I have looked at sites like D&B and InfoUSA but they are just too expensive for my budget. My budget - which I currently set aside from my salary at current job, is only 200-300 per month to buy such prospects.
Any advise on this regard is highly appreciated.
Besides, I am also open to referral driven business where if you can refer any business which is looking for Bookkeping/Accounting services then we can form revenue based partnership where you earn part of the fees for the business you bring in.
And finally, remember to visit www.intellaccts.com site when you get chance :-) You can also email me at books@intellaccts.com.
Let's make our lives better, together.
-Rich
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3 Answers
The key to push is to developing great relationships with professionals who know business people. You will need to get to know bankers, CPAs (who do not do write-up work), and insurance people. But the relationship is two-way. You are trying to direct business their way and trying to make their work easier too (better/cleaner numbers each month makes it easier for the bankers reading the financials). Also, audit-ready and tax-ready GL's make the work for the CPA easier.
Consider the following organizations to help in your marketing efforts: Professional Association of Small Business Accountants, Universal Accounting, New Clients, Inc. There are others, but those are some of the best.
Get to know the people at your University Small Business Development Center which is funded by the SBA (assuming you live near a University with such an office).
Keep an eye on new businesses (there may be ways to find out through your State's secretary of state website ... and through new business licenses in the city in which you live). But careful on this one, these may not be great businesses.
While not a marketing tip, read Integrity Selling for the 21st Century and make the author's AIDINC process a lifestyle.
Postcardmania.com might be an option.
I have used Salesgenie in the past, mainly for company research. Good business database.
Once you start collecting e-mail addresses, populate your e-newsletter and crank out that newsletter at least monthly with great tips, how-to's.
Sorry if these thoughts are random, but also consider putting together a 45 minute seminar in your city. See if a local bank will sponsor the event. Do this 1 or 2 times every quarter. Do not sell. Instead, highlight the necessity of clean, accurate, and timely transactional activity and then monthly reporting. A room of 15 or so attendees should yield 1 to 2 new clients.
Good luck.
Rich--
You are in a business that is referral based. You need to align yourself with other vendors and organizations that serve your target client base. You should offer to do presentations and workshops for the local small business development centers in a 50 mile radius of your business. You should build relationships with small business lawyers and bankers in your area to get referrals. There are also micro lenders and non-profits in most communities that support small businesses as well. Seek out networking groups such as Letip, IBAL, and BNI. Don't forget the local chambers of commerce for networking events as well.
You should also teach classes on how to use Quickbooks and Peachtree. That will be a secondary stream of income and provide great leads too.
Best of luck----
Melinda F. Emerson
@SmallBizLady
www.succeedasyourownboss.com
Rich,
This is such a broad question & one that can't be answered across the board.
How you market yourself has so many variables--your area, your targeted audience, your expertise & your budget are just a few.
You've already gotten some good advice from the other 2 answers & I would love to add to it since marketing is my field. I specialize in Push marketing more than Pull marketing & would like to talk to you more about this if you want to contact me.
First I give you credit for recognizing your target audience--that's your first & most basic step in starting a business. Second, don't turn away from the networking sites online. You're obviously aware of them because you're reaching out on Focus, but don't stop there.
Linkedin is good for building relationships & referrals, but it will take some work besides just enlarging your network. Join groups & take part in discussions, build relationships--show you're an expert in your field & you may see some referrals. This is also a good place to show off what you know--give advice, open a discussion & see where other people have questions where you can help them out.
I, personally, find my business page on Facebook (where fans click to "like" you & then follow you) has been a help to me.
Another big plus is a blog. Write articles--try for at least one a week--on different subjects where business owners can learn from you. Topics in your field are limitless & each week could be another piece of advise about taxes or other relevant financial news for small to medium companies.
Like I said earlier, there isn't one answer. You're an individual so your marketing strategy should be individualized to fit your business.
I'd like to talk to you more about this.
In the meantime, I wish you the best of luck,
Ronni Sherman
cre8iveimages@gmail.com
www.cre8iveimages.net
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