Dear Danielle: Is Telling Clients How They Can Save a Good Thing?

Dear DanielleHello Danielle!

I have a question for you. I am working on starting my own bookkeeping business, and while I know you are focused on Admin Consulting, I trust and value your opinion. On a business website and other marketing materials, you say to not compare yourself to replacing an employee or saving clients money because that will attract the cheapos, but would you say the some thing for an independent bookkeeper? I can see it working both ways, but I don’t want to attract the wrong type of client. Business owners are concerned about the cost of a bookkeeper and many can’t afford one in house, so telling them how they can save by using an independent bookkeeper would be a good thing, right? Anywho, I wanted to run this by you and get you thoughts if you have a moment! Appreciate all your posts (blog/Facebook/etc). β€”Candace Moore

Hi Candace πŸ™‚

I don’t normally spend time answering questions that don’t have to do with Administrative Consulting. I can’t, you know? I have my own business to run and other priorities, etc., so I have to keep my time and energy focused. And my interest, obviously, is the Administrative Consultanting profession.

But what appealed to me about your question was that you recognized that, and weren’t taking me or my time for granted. And I really appreciate that about you. So thank you.

In answer to your first question, yes, it’s still definitely true for ANY business. You are not a staffing agency or a temp agency and all those comparisons do is set wrong expectations and understandings. It actually MAKES clients think you are some kind of substitute employee.

And that’s not how you need clients to think of you when you are in business to provide a service, not staff their business.

My answer to your second question is NO, that’s not a good thing. You’re focusing on the wrong clients with the wrong message. People who can’t afford in-house support is their problem. You can’t make their poverty issues yours or work with broke, cheap-minded clients or you’ll keep your business impoverished as well.

Plus, it’s just the wrong angle to take that keeps them thinking in terms of expenses and costs, instead of properly investing in their growth and success. Which is what you are: an investment, not an expense.

You never want to use money as the bribe. That’s not the value, and if you focus them on costs/savings/discounts/freebies, that’s what they will ALWAYS be focused on. You can’t afford to be in business to be their cheaper substitute.

Be thinking of these things instead:

WHY do clients need bookkeeping services? What are all the reasons/pains/challenges that cause them to seek a competent bookkeeping service? How will their life and business be improved by working with you, a competent bookkeeping service? How does having that service positively impact their life, their business, their financial circumstances? How do you imagine that might make them feel?

The answers to these questions are what your value is, not the money or the savings. Speak to those things.

4 Responses

  1. Candace Moore says:

    Thanks Danielle! You rock! You always know how to make me rethink the way I plan things for my business, how I look at possible clients and what my goals are for myself. I will definitely be purchasing your Value-Based Pricing & Packaging guide so I can learn how to set prices that work for me and my ideal clients! Thanks again!

  2. You are so welcome, Candace. πŸ™‚ I always enjoy your questions because you are a thinker and very thoughtful and mindful. That will serve you well in your business, and I know you will do very well. All my best, sweetie!

  3. Hi Danielle,
    As you say, your focus is on ACs, but I think your answer applies to our business as well, so thanks for responding to Candace!

  4. Oh, good! Thanks, Deidra. Glad it was helpful. πŸ™‚

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