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- Member
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Have just arranged a meeting with my first potential client for tomorrow (am ignoring my one other client who is a friend). I think my main concern is how to sound confident when am not.
Any advice??? I have a client questionnaire ready but is there anything else I should do/be prepared with?
Lou
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Try your best to keep calm. Take all the details you need from the client, explain the type of services you offer but try not to give prices there and then.
The problem is that it's easy to panic and blurt out a price which they grab with both hands then you're kicking yourself outside because you're giving away your services. It can lead to resenting the client and the work.
If you work on an hourly rate don't be pushed to say how many hours you think it will take, because when it takes double they will come back with "ah, but you said...."
Take a few business cards to give to the client-to-be. Get them to pass them around.
Can't think of anything else other than try to relax and enjoy it. I know that sounds silly, but nerves are a good thing. I've been to loads of meetings with potential clients over the past few years and still get nervous, I'm sure most people are the same.
Good luck, let us know how you get on.
Kris
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Thanks Kris - I think I need to see it as interviewing them as well to see if it's what I want - will keep you posted.
Lou
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FYI - meeting postponed until Friday....
However, in the meantime I have been trying to come up with some answers for why use me (at my hourly rate) rather than employing someone or someone who's not qualified/regulated:
- Qualified, regulated and insured
- Tax deductable
- No holiday, training, sick pay, NI contributions – just a straight forward hourly rate – employing someone with a headline rate of £8.50 p/h can cost over £12 with all of the hassle involved.
- Can terminate the agreement by giving 1 months notice (or whatever specified in LOE)
- Backing and support of industry body as well as access to a network of experienced bookkeepers across the country
Any additions??
Lou
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LouPsaid:
“FYI - meeting postponed until Friday....
However, in the meantime I have been trying to come up with some answers for why use me (at my hourly rate) rather than employing someone or someone who's not qualified/regulated:
- Qualified, regulated and insured
- Tax deductable
- No holiday, training, sick pay, NI contributions – just a straight forward hourly rate – employing someone with a headline rate of £8.50 p/h can cost over £12 with all of the hassle involved.
- Can terminate the agreement by giving 1 months notice (or whatever specified in LOE)
- Backing and support of industry body as well as access to a network of experienced bookkeepers across the country
Any additions??
Lou”
If you employed someone, they'd be looking to work for so many hours a week, whereas with using you, they'd only pay for the hours they needed. Also, assuming you would be taking work off site, thats desk space they don't need to find. And if they used someone not qualified/regulated it may take money and effort to correct mistakes?
Hope that helps, and good luck!
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- Fellow
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Hi Good Luck.
At the summit there was a really good doubled leaflet about why use an ICB Bookkeeper. I remmbered it contained some useful info.
Ami/James is it available as a download?
Regards
Clare
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- Member
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Thanks for the comments - some useful ideas.
I will follow up with James if we don't hear from him here :-)
Lou
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- Member PM.Dip
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Lou
Just wanted to wish you lots of luck for your first official client meeting.
You may want to also make them aware that as a qualified and regulated bookkeeper, you are covered by Professional Indemnity Insurance, which is something that an unqualified bookkeeper would not have.
Just a bit of advice from me would be to take an interest in their business, ask them how long they have been doing it, what made them go into that particular business etc. In my experience, most small business traders and self employed people are just as nervous about meeting you, so take the time to put them at ease and smile, you will do a great job.
When you go home afterwards and think, I should have said this or done that, make a note of it to improve your next meeting.
Also, as a courtesy, ask them if you could take some of their business cards away with you to pass along to any potential clients you may meet, regardless of whether they use your services or not.
Terri
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What a great advice Terri thank you all for posting this questions and comments I am just starting my own practice now tomorrow will go live with my web site I just developed myself and I am so exited can’t wait and also was worried about meeting my first client and this forum is so helpful thanks all for taking the time to reply and help.
Kind Regards
Annie
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- Member PM.Dip
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AnnieGsaid:
“
What a great advice Terri thank you all for posting this questions and comments I am just starting my own practice now tomorrow will go live with my web site I just developed myself and I am so exited can’t wait and also was worried about meeting my first client and this forum is so helpful thanks all for taking the time to reply and help.
Kind Regards
Annie
”
You are very welcome Annie, good luck with your venture 
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Hi Lou,
How did you get on?
Kris
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- Member
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kjmccullochsaid:
“Hi Lou,
How did you get on?
Kris ”
Hi - well I've managed to have 3 phone conversations about it and they've said they want me to do it (although I'm still not quite sure of the scale and we've not discussed price!) but I'm going in on Saturday (that was never part of my self-employment plan!) to meet the office manager to go through it all. I seem to have quite a good rapport with them over the phone, so will see how it goes on Saturday.
In other news, in a conversation about something else with the chair of my local traders association, I may have picked up 2 more potential clients.
Also, following a tweet that was retweeted have got another contact which may turn into some work.
Am feeling a lot more positive and confident that I can have a sensible conversation about people's bookkeeping needs and how I can help them, so a good week :-)
Have chased ICB about the "reasons to use a qualified bookkeeper" leaflet that was mentioned and I think it's on a list of things to do.
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Hi Lou.
Well done you, I knew you'd get there. Have only just noticed this thread as I've been in Thailand for two weeks - in the sunshine........ not trying to rub it in.
Remember what I said when you get to talking about money. Tell them your rate, don't ask them. An accountant or solicitor wouldn't ask tentatively, they would state what they will work for and that's the bottom line. I've only had to negotiate once, and that was purely because it was someone I already knew.
Even if you aren't feeling confident, have faith in your training and the huge support network you have behind you from the ICB, this forum, friends etc.
So chuffed for you.
Andrea
xx
P.s. have you booked your ticket for the branch meeting yet? I assume you are going.
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Well done. Sounds like you've had a good week, long may it continue.
Kris
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- Member
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gigagirlsaid:
“Hi Lou.
Well done you, I knew you'd get there. Have only just noticed this thread as I've been in Thailand for two weeks - in the sunshine........ not trying to rub it in.
Andrea
xx
P.s. have you booked your ticket for the branch meeting yet? I assume you are going.”
Gigagirl - am not sure should even respond if you can't be bothered to log in from far flung places ;-)
Thinking about the brand meeting - date is fairly difficult for me, but am sure I can sort something out. Trying to arrange the next Dorset one, so would be good to see one in practice. Will get my arse into gear!
Lou
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