How Do I Talk To Clients?

When having a conversation with prospective clients, remember, they have different priorities than you. They do not want a bookkeeper, but they know they need to have their books done. You should make this process as easy as you can for them. Their number one concern is likely their bottom line. The last thing they want is for you to be a burden.

When you are talking with them, be empathetic. Ask them questions about their business and give them space to answer. Do not give them an information dump on your background or what they need to work with you. Prospects like to buy, not be sold. 

Present yourself like this: “I help businesses increase their profits by optimizing processes, taking the heavy lifting off your plate, and providing real actionable data you can use to grow your business. I can help you control your operating expenses, and your books will always be tax-ready”. NOTE: I said nothing about years of experience, certifications, degrees, etc. This was all about them and what I could do for them!

Next ask them: “Tell me about your business and what you need help with.”

Then: “How did you find me and what encouraged you to reach out today?”

Close with: “I can help you with XYZ and will send you a proposal today. What does your schedule look like tomorrow at 2:00 or 4:00 to review this in detail and answer any more questions you might have?”

Remember…you must schedule follow ups, do not leave it open ended. No schedule or waiting for them to call you back typically leads to no client. You want a “Yes” or “No” now. If they are a “No” you do not want to waste your time chasing them.