Friday, October 5, 2007

Don't Make These 6 Mistakes

Here's a rundown of the six most frequently made mistakes made by bookkeeping freelancers. Think about where your soft spots are, and work to firm them up before they become chronic.

  1. Not Preparing. Do you occasionally go into a sales presentation less prepared than you should be? If you haven't completely thought about what you are going to say, how you are going to say it, and what visuals you will use? Let's face it -- you're winging it -- and you know you run the risk of making a weak presentation that does little to influence your client to commit.
  2. Waiting For Clients To Find You. There are times you get lucky: You make a client with very little effort. Every bookkeeper will stumble onto a good deal, once in a while. But with all the competition you have, you can't afford to take it easy. You've got to be consistently proactive. Those new clients that come to you with no effort on your part are icing on the cake.
  3. Not investing in yourself. Are you a student of accounting? When was the last time you attended a seminar, or read a marketing book? Look for and attend conferences and seminars that will add to your knowledge of marketing, and of accounting. Proactively invest in your career and your future.
  4. Letting Your Sales Cycle Get You Down. Every bookkeeping freelancer has seasons of plenty, when everyone seems to be signing up, and dry spells, when closing a sale is extremely difficult. Remain optimistic no matter where you are in your growth cycle. Your next new client is just around the corner.
  5. Not Using Evidence to Influence. In a rush to get through the close and take home the sale, don't forget to use evidence to influence and convince your clients. Make your case with testimonials, statistics, and demonstrations. The extra effort will bring in more sales and more loyal clients.
  6. Letting Yourself Go. Work at maintaining your health as well as your appearance. Get enough rest, eat sensibly, and moderate your drinking. Start your day feeling healthy and enthusiastic. It will make all the difference in your results. It's sad, but true -- people buy more from those who look successful, happy, and healthy.

With a little concentration, you can stop yourself from falling into these traps. Your clients will notice the improvement, and your sales will improve as you do.


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