Module 1 – Process Flow In Getting Clients Directly

Knowing your Target Market and Their Pains

The very STEP 1 to start your freelancing CAREER.

Know Your Target Market. Buyer Persona.

First, let us define our target market.

Target market is set of individuals sharing similar needs or characteristics that you hope to serve.

That is why you need thorough research of your target market.This is to know them what they do, their businesses and how they behave.

In choosing your market, here are the criteria:

1. If you are just a beginner in this online world, try to answer these questions:

• Is this an area you already know something about?
• Have you done research on this area?
• Are there courses or programs related to succeeding in this market?
• Do you see yourself an expert in this area?

Like you decide to target the market of Real Estate because you believe there is much money here and that clients can pay you more.

Basically, this will depend as you go along in this journey of bookkeeping. You can change later or involve 2 areas with your service. It depends. The choice is still yours.

2. You have already worked before or this time, with this area of market

a.Do you serve this market at this moment?

b.Do you engage with this area now or do you have friends or connections with this market and have acquired knowledge?

c.Do you choose this market because you enjoy working with them or you love this market?

d.Do you prefer working in this market from your previous clients?

The main point here is that you have already an experience working on this market and this is easy for you to focus on this.

You can do experiment here that you can change this if you want, as long as this market is able to pay your service.

And lastly, look for your markets in LinkedIn, Facebook, or from your friends by telling them that you are serving this market with this kind of service.

And one thing, attend to conventions or trainings or even meet-ups of your target market.

You don’t have to directly tell them your service,but this is an avenue for you to learn more about them and getting ideas on how to serve them with your value service.

And you get connected with them, right?

In addition from above, ASK YOURSELF ALSO THESE QUESTIONS:

Do you know a lot about this industry? Are there programs teaching how to succeed in this market?

Do you engage in this market (even as a consumer)? Do you have connections / networks in this market?

Can your skill solve their biggest challenge? Can you increase their ROI or reduce the risk? Does your skill attract easily attract businesses in this market?

Now, from those questions above, I want you to get your notebook, and write at least 5 Markets for each area below and rate them from 1-10:

1. Specialist Markets for your skill (FC 1A-Keyword Tool Export -bookkeeper for)
2. Markets you have served before (Industries where your previous clients belong)
3. Markets you want to serve (even if it is for free)
4. .Markets who would benefit greatly (Client is your focus here)

After making the list and rating your markets (from above) I want you to write the TOP 3 markets.

These Top 3 Markets will serve as Your Target Market and be part of your experimentation and discovery.

Yes, you will only determine which of the three(3)works best for you upon doing the actual discovery and working with them.

Your Offer Statement

Now that you have decided on what MARKET to serve, it’s time for you to create your Offer Statement.

But before that, let me reiterate to you what we can offer (or skill), as a Bookkeeper or Accountant to our chosen market or client/s:

1. Bookkeeping service

- daily, weekly or monthly, or quarterly and annually.

- from recording transactions of banking, credit card, loans, account reconciliation of Paypal, Amazon, Stripe and Shopify.

- updating online banking transactions to online apps

- encoding and posting of Accounts Receivable and Accounts Payable

- Payroll processing and entering of payroll data

2. Quickbooks Online/Xero Online Set-up

3. Clean-Up/Catch-Up work -if books need clean up and updating

4. Form Preparations-Sales tax, Bus license renewal, etc.5.Year-end tax filings

Before we do CONNECTING to our TARGET MARKET,

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Craft your offer statement first.

It's as simple as filling up this template:

I HELP[MARKET] [RESULTS THEY WANT TO ACHIEVE] USING/WITH [YOUR SKILL].

or..

I HELP [MARKET] [RESULTS THEY WANT TO ACHIEVE] without [THEIR COMMON STRUGGLE AND/OR OBJECTION].

or...

I HELP [MARKET] [RESULTS THEY WANT TO ACHIEVE] without [THEIR COMMON STRUGGLE AND/OR OBJECTION] USING/WITH [YOUR SKILL].

EXAMPLES:

"I help e-comm businesses get accurate and timely monthly reports using Quickbooks Online."

"I help e-comm businesses clean up messy books without worry and stress."

"I help e-comm businesses get accurate and timely monthly reports without worry using bookkeeping skill."

Review your offer statement and think about how it makes you feel. Are you motivated to do this work for these people?

Now for your task:

UPDATE your SOCIAL MEDIA Profiles showing your offer statement.(your Facebook and LinkedIn accounts)

Ok?

GO!

optimized linkedin profile

After doing the first 2 as your assignments:

1.Choosing your Target Market

2.Your Offer Statement

It’s time for you to optimize your LinkedIn Profile.

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I just posted here my sample LinkedIn Profile (Optimized) to target e-comm entrepreneur.

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I did this since I have reached out and talked to a few of them already.

I now know their motivations and how they operate their business, including their pains and challenges.

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What I share below is the original copy I wrote.

The PASOC formula.

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What you'll see in my LI profile is the tweaked versionand take note also of the limited required number of characters in your LinkedIn Summary.

Anyway, feel free to tweak or scrape the content.

If ever you have not decided on your target market, you can place Modern Businesses or SME, but I encourage you to place your target market.

Why?

So that when your market reads your offer statement plus your LinkedIn Optimized Profile, he can say that “Aha! That is me!” 

For “Call to Action”, use Calendly.com (google it and then sign up} and this is free up to 30min for booking calls.

Here is my sample LinkedIn Optimized Profile......

{ PROBLEM}

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ATTENTION:E-commerce and modern business owners

Are your company books messy and unreconciled?

Are your financial reports out of balance?

To reconcile your books,you need someone to do that.

A bookkeeper who knows how to do it.

..

{AGITATE THE PROBLEM}

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But the problem is your bookkeeper runaway. Your bookkeeper cannot present your reports on time. Your bookkeeper did not reconcile your bank accounts on time.

Worse,you have no bookkeeper this time because you are too busy with your business. And the worst thing is,tax season is coming.

The more you think of it,the more you are stressed.

Because let’s face it...at the end of the day,what matters is you have your books reconciled and your financial reports on hand. You know what is your business status.

{SOLUTION}

..

Now,here’s the deal:

What if you can grow your business while your books are updated.

What if you can spend your time with your family while your reports are always on time.

What if you know your business status every month and that you are confident where your business is heading to.

How?

Have someone to do the reconciliation. Have someone to check your updates and hand you the reports on time...

{HANDLEOBJECTION}

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I noticed that most business owners sometimes do bookkeeping. They do this because they want to save the cost.

Some business owners ignore their books being messy, thinking that this can be resolved later.

Don’t get me wrong. There’s nothing wrong with doing your own bookkeeping and at the same time running your business.

But remember your goal....GROW YOUR BUSINESS

You must have time to devote growing your business and at the same time, your books must be in order.

Thus, to keep your business on top, you must have time to grow and make it expand.

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{CALL TO ACTION}

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Now, the ball is yours.

If anyone of these sounds good to you, let's have a call

https://calendly.com/alfie23-abiabi/30min

//////END////////

Now for your task...

Optimize your LinkedIn Profile, either you tweak or scrape this content.

OK!

Game?

GO!

https://www.calendly.com

network reach out - 1

Knowing Where You Can Get Leads

Network Reach Out

No matter where you are, we all have contacts that could be source of our referrals.

This sounds crazy when you don’t reach out to your network.

You will miss the effect of the leverage of having connections.

Connections play a major role in showcasing your skills and your business.

If you are a bookkeeper, you should focus not only on doing the books but also you should do the marketing of your service.

Or else you may end up having limited clients...

You may complain that you don’t want to approach people, like you don’t want to send messages or convince people to get your service. Well, you don’t have to.

Idea?

Start where your network exists.

I can say, this is not a big issue. Not a problem at all. This is because you are not pitching of selling your service here.

You don’t have to convince them or tell them to get your service.

Even with our friends, we don’t need to judge just because this person is just a “tambay” since we don’t know his connections. He may be your classmate in high school or elementary, as long as you reach out.

Even if you think that someone is not worthy of reaching out to at a very least, try to send them message because we don’t know the people they are connected with.

All you have to do is ask them. Just ask them if they know someone whom they think needs your service and ask. Ask them to do the introduction for you.

Here are the list of people or connects whom you can ask for referrals.

1. Family and friends –these are the people whom you already know, like and trust you. So,they are more likely to refer you to their connects for your service offer.Take advantage of this opportunity because it is an easy route to referrals since they are always with you.

2. Business owners –there are times you connect with business owners not needing your service right now, but it does not end here. They can refer you to others whom they have the same market you are targeting.Remember, your goal here is to build rapport.

3. SalesPeople -you can reach out to them if you are catering or reaching out to people targeting your market. They may have connections you can ask for. Or you can partner with them to complement their service with yours.

4. Service Providers –ok, you are a bookkeeper and you have friends online who are social media managers and those friends have clients serving the same market with yours. What do you think? Of course, justask for referrals. Or you can offer them a referral fee of 10% for giving you the client.

5. Former Colleagues –when you were working with corporate before,you can market your service to them and ask for referrals.Use your connectionwith them andtell them that you are offering this service to target market so that when they encounter someone who needs help, they can refer them to you. Easy peasy.

6. Facebook/LinkedIn/Email contacts –these are the most underrated sources of referrals. Like I said, you will never know the effect as long as you reach out. One time, I had a reply from my cold email saying he has already a bookkeeper and I told him that if ever he knows someone who needs help,he can refer me to them. After that short conversation, someone emailed me that he needs help in his bookkeeping.

7. Organization –try to attend seminars or conventions with organizations where your market belongs. Like Jaycees or Rotary, where business owners related to your market belongs. Then be interested with what they do and build rapport. Later,projects will be offered to you.

8. Online Competitors -some are afraid of connecting with their fellow bookkeepers or accountants. Don’t think that way. They may give you some projects which are excess from them because they are already full and that may end up in your lap. Don’t consider them as your competitors. Who knows the excess projects they have will be offered to you.

So, do not waste your connections. Decide to connect with these people TODAY and you will experience the effects of reaching out.

Remember, just build rapport and be genuinely interested with them.

Use email, personal message or text. Any medium will do as long as you reach out to them.

Just Reach Out.

network reach out - 2

How to reach your contacts

1. Reaching out to your Regular Contact

Hey [NAME],

Do you know someone in the [insert market]? You see, I'm taking my business in a new direction and I'm planning to [insert offer] and was wondering if you know someone who could use my help.

Sample:

Hey Alfie,

Do you know someone in the E-commerce business? You see, I'm taking my business in a new direction and I'm planning to help e-commerce business owners get accurate reports using Quickbooks online bookkeeping and was wondering if you know someone who could use my help?

Warmly,

John

The question alone is really powerful,not because they would say yes but this is to let your friends know who your target market is.

And it is also easy to remember that once they know someone needs bookkeeping service,all they do is to contact you.

Be sure your market and your offer is targeted so it is easier for them to remember you.

2. Reaching out your Semi-Regular Contact

Hey [NAME], what’s up?

I'm launching a new business/taking a new direction in my business.

I'm now helping [insert your offer].

I was wondering if you know someone who needs such help.

Sample:

Hey Alfie, what’s up?

I'm launching a new business and I am taking a new direction in my business.

I'm now helping e-commerce business getting accurate and timely reports using Quickbooks Online bookkeeping.

I was wondering if you know someone who needs such help.

Feel free to tweak this template.

If possible,use your own voice in this template.

3. Those who haven't been in contact with for a while.

Hey [NAME],

It's been a while since we connected so I just wanted to reach out and see how things are going.

How’s [common friend / their family]? / Are you still working in [their work]?

I’m taking my business in a new direction. I am now helping [insert your offer]. I know, it’s a huge jump from what I was doing before.

Would love to catch up.

Sample:

Hey Alfie,

It's been a while since we connected so I just wanted to reach out and see how things are going.

How’s your family? Rita? Are you still working with Smart? I’m taking my business in a new direction. I am now helping e-commerce business getting accurate monthly reports through bookkeeping.

I know, it’s a huge jump from what I was doing before.

Would love to catch up.

This may be long because you don't want to be seen as someone who is an opportunity seeker.

You don’t want to be remembered as someone who need something, right?

Just add some non-work conversation to establish some common ground. This is not to promote your skill,but this is more on catching up because your goal here is for them to hear your offer and be able to plant seed in their minds.

Just tweak and adapt as you go.

Let them know your offer to plant seed in their minds.

lead generation tracker plus how to stalk your market

calendly set up

Here is a tutorial for you to help you set up your Calendly link in booking for a call.

I have pre-qualified uncovering call set of questions to place inside the calendly for the prospect to answer so that you will have information in advance about his business.

Watch the video tutorial below to guide you in setting-up your Calendly link.

See screenshots below, pre-qualified questions for booking a call inside your calendly link.You can use these questions, scrape or tweak it

Connect-reach out-smiq phase scripts

Hi Guys, I know you are excited in starting out the connecting and reaching out of your target market.

Now, before doing that, be sure you have done the following:

1.Target Market

2.Offer Statement

3.LinkedIn Profile Optimization

4.Set-up Your Calendly Link

5.Set-up Your Lead Generation Tracker

Once you have completely done with the 3 things I mentioned above, we will do connects on these 2 Social media platforms that we always use everyday: Facebook and LinkedIn

To start with, decide only ONE PLATFORM (FB or LI)to do the connects first. If you decide to use LinkedIn, then commit to do this CONNECT, Reach out and Building Rapport for the next 7 days, 30 days and beyond.

Don’t forget to join groups inside Facebook and LinkedIn and try to add members there since they are already the WARM market and so it is easy to do connects.

Once it is done, it is time for you to CONNECT and REACH OUT to your TARGET Market.

Your Very Goal here is BUILD RAPPORT. That’s it!

Just be genuinely interested with them.

Excited?

You must be excited!!!

Ok, so now here are the scripts. These scripts are just till the SMIQ Phase (Single Most Important Question).

I don’t want you to be overwhelmed but expect for more after today, ok?

Just COMMIT to do this!

If possible,COMMIT ONE (1) hour a day since this is your bookkeeping business and YOU SHOULD COMMIT TO GROW YOUR BUSINESS.

Make this a routine. Like me, I do this early morning from4 to 5AM before I start my clients’ works.

CONNECT: Before adding

Hi (XX). I saw you on (source), it looks like you are doing impressive work, so I reached out.

I sent you a friend request. Hope we can get connected soon.

Warmly,

(Your Name)

OR

Hi XX. I see that we have mutual connections and so I reach out, it looks like you are doing impressive work. 

I sent you a friend request. Hope we can get connected soon.

Warmly,

(Your Name)

After you are accepted by your connects, send this message:

Hi (XX), glad to connect.

OR

Hi (XX), thanks for accepting the connection request.

Then, do a short conversation by being interested with them. Nothing fancies, just be interested with them.

Ask about their business and you can have this idea by stalking in advance their profile.Make the conversation short since you are connecting 10 or more people a day.

If you want to get out of the conversation, just say,

Hey (XX), I have to send first my son to his school(excuse). Maybe we can talk sometime. Thank you for the time. Glad to have conversation with you today.

Take care.

After 2 days of connecting, for SMIQ

SMIQ stands for Single Most Important Question.
A way To Get Deeply Connected with your Target Market.

Now, you wonder why we do our SMIQ to our prospects. This is the surest way to get their PAINS and Challenges from their business.

When you get to know their pains, you will now think of the solution to give.

Remember, clients are after of the RESULTS.

If you know that their pain is having a bookkeeper who is late to submit reports, then you can present solutions on how to have an updated and accurate reports every month.

If the prospect has problem of messy books, then you will know that you can help them do the clean-up and catch-up of books.

If the prospect has issues of paying taxes on time, surely their books may not be updated or no record-keeping and you may present solutions on how to have an updated books ready for tax season.

If they have issues on cash flow, then you can present to them the cash flow management.

If they have issues on profitability of their products being sold online, then you can give solution on cost analysis on what product to improve the costing, plus how to save expenses, etc.

This process is like you are a doctor, diagnosing what kind of sickness does your patient has and then you prescribed medicine after the diagnosis.

See, you will be perceived here as an expert. They have the pains and you are there to help them.

Now, for your SMIQ

Hey XX,

I've been meaning to ask you this on our last conversation but totally forgot.

Mind if I ask your advice on something?

Them: Sure/What's it about?/Okay

You: Great/Awesome/Okay

Ask this....

When it comes to bookkeeping matter, what is your single biggest challenge?

OR

When it comes to updating books and record-keeping, what is your single biggest challenge?

OR

When it comes to paying taxes for your business, what is your single biggest challenge?

If they ask why you're asking, you can always say

“I am doing a quick research on how I canbest help (target market your prospect is in).”

Another SMIQ Scripts that I have been using is this...

First: 

Hi (XX),

How are you?

I'm doing some research on how I can best serve digital marketing agencies(my market). Can I ask for advice?

As my way of saying thanks, I'll give you a copy of my research once it's done.

Them: Sure/What's it about?/Okay

You: Great/Awesome/OkayThen give the SMIQ after....

When it comes to bookkeeping matter, what is your single biggest challenge?

OR

When it comes to updating books and record-keeping, what is your single biggest challenge?

OR

When it comes to paying taxes for your business, what is your single biggest challenge?

Now that you have the scripts, this is just the beginning. Expect for more after the SMIQ phase.

Follow-up script

Hi Pips,

How is the connection process? Medyo challenging bah?

Yes, medyo challenging siya if this is your first time doing connects directly sa Target market mo.

The important thing is you did the part of connecting, you have discovered yourself (natatakot ka or nahihiya) and you got response (either thoughtful response or none at all).

It is ok, that is part of the process.

That is why, I want you to build that habit of connecting everyday.If you do this everyday, your feeling of doubts will lessen. You get confident and you get to learn to converse right with your market.

Like you, I have been there. The only thing I did was connect, connect, connect ....

Everything started with small steps.

Anyway, today another script will surely help you in your NCPC process. Your Network Reach-out, Call, Proposal and Close Process

Did you know that there is power in Followup?

Yes!

Did you know that I got most of my clients from follow-up? Yeah!

Because I treasure you,

Now, use the script below to send follow-ups to your target market. You can send this after 2 days or a week, to those connects with no response at all.

Here it is:

Hi,It's been a few days since we got connected so I figured I'd reach out. I'm just checking in if you've seen my message above?

Looking forward to hear from you.

With thanks,
Your Name

Once you are “seen zoned” by your connects or you have sent them already the SMIQ and haven't responded, you can use this script to get back on them.

You have done the part of connecting and so follow-up is one way of telling them that you had the conversation before.

Guys, no need to overthink.

Just do the follow-up thing and use the script

It is just 1-2-3 and you are good to go!

Happy Connecting!

what is lead magnet and how to create one

As promised, your task for today is to create your LEAD MAGNET.

But before you do your Lead Magnet, make sure you have your lists of SMIQ replies with you.

Why?

Lead Magnet is only possible if you have gathered the SMIQ replies of your connects. 

SMIQ replies are the pains and challenges of your target market and now you will create a lead magnet that is something that will partially solve their pains.

Gets?

OK!:-)

But before you do, let me first tell you what Lead Magnet is....

A Lead Magnet is something that you offer to prospects or leads in exchange of their email address or time or booking a call.

It is something that is valuable in the eyes of the prospects that solve partly their pains and challenges.

What should this Lead Magnet do for you and your business?

The purpose is NOT to build your list.
Nor to make you an authority.

Its purpose is to give your prospect a QUICK WIN, so you can DEMONSTRATE what you can do for them.

That said, a lead magnet should be EASILY ACTIONABLE.

Plug and play, if you must.

So,to guide you with your lead magnet, answer this question:

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What's the simplest thing I can give for free, so my prospects can get quick results?

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(Remember to keep in mind the revenue line).

If I am a bookkeeper and my specialty is to clean-up the books(this is my offer statement) and my prospect has issue on having messy books, I can give them a 5-step Guide DIY Clean-up of Books in PDF.

If they want to hire a good bookkeeper, I can give them Checklist of How and What To Look for a Good Bookkeeper and what to consider in hiring like showing qualities, experience and expertise in e-book format, or infographics.

Or if your prospect's issue is Cash Flow forecasting or home budget or tracking expense, you can give them a simple, easy to apply google spreadsheet that your lead can Plug and Play within like Weekly Cash Flow Forecasting or Home Budget or Expense Tracker in Google sheet.

Or if they have a Cash Flow Issue, you can give them a PDF or article (link) showing like, 5 Practical Ways to Increase Cash Flow.

This is why it's so important to decide on your target market. Sothatyour lead magnet will be niched down.

Remember these criteria:

1.Know your Target Market

2.Offer Statement

3.Must give a quick win.

4.Actionable ASAP.

5.Plug and Play.

BONUS:

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.To increase your chances of discovery calls, you may include a bonus (pitched inside the lead magnet doc) that they can only avail if they booked a call with you.

.For a bookkeeper like me, I can do a 15-min Fast Audit Checking on top of the article, or PDFs, or article I just sent them.

..

The condition?

It can only happen on a call.

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Now, while you're conducting a free bonus on the call, there's no stopping you from INSERTING our call scripts.

For instance...

While I do a free audit, I can already ask them...

"How many bank or credit card accounts do you have?"

or..

"what's the average gross monthly or yearly revenue?"

etc..

And since we already got on a call, it should NOT stop me from sending a strategy/proposal.

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I can simply say..

Hey Name,

Glad to talk to you last time. Thanks for sharing me all your pains and challenges of your books in needing to clean-up and catch-up.

On top of what we talked about,I also have a more extensive strategy here that could help.

Right here: LINK.

I wish you all the best in your business.

Your Name

Instant proposal

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PS. Make sure that you really make this lead magnet a reality.

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And make sure you're still CONNECTING to 10 prospects/day.

Goodluck!:)

.

.PPS.

Here is a sample:

Offer: Xero Bookkeeper who helps Amazon FBA sellers track their income and expensesLead Magnet: Free bookkeeping cycle guide for Amazon FBA SellersBonus: Free 30-minute Balance Sheet Audit

Samples of Lead Magnet in Infograpics. You can use canva,

Just go to www.canva.com and create lead magnet either in cheat sheetor infographic.

You choose.:-)

scripts: lead magnet follow-ups

Now, you have your Lead Magnet with you and ready to give to your leads.

Lead magnet is something that will start your conversation with your leads and can be a gateway for your Uncovering Call.

Uncovering Call is a call of opportunity of knowing more of the pains and challenges of your leads.

That is why making such a lead magnet from SMIQ is a sure thing that you need not do more thinking.

Just create it.

Giving lead magnets is a best way of doing reach out.

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.

With lead magnets, you don't need to try and push the conversation to an Uncovering Call.

What you do is...

Send this message 3 days or 1 week after they answer the SMIQ:(As long as you are ready to give your lead magnet, but not too long for them to wait).

Hi Name --I remember you telling me about [their biggest challenge].

I have something for you that could help. Hope you find it useful.

LINK TO LEAD MAGNET.

.

Or....

Hi Name --thanks for contributing to my research.

As promised, here's a simple PDF that shows the solutions to [your target market]'s biggest challenge.

LINK TO LEAD MAGNET.

.

.

.

If they “seen-zoned”me after asking the SMIQ, I can send them this message:

.

Hi Name --I talked to some [your target market] and asked them about their single biggest challenge.

I found out that [their struggle], and I gave them this PDF to help them [their desired result].

LINK TO LEAD MAGNET.

I thought I'd share it with you since it's very common to [your target market].

Hope you find it useful."

.

.

Almost same approach with LinkedIn, this is the message I send after 1 week of thanking them:

.

Hi [Name] -How are you?

We’ve been connected for over a week now,so I thought I’d reach out.

I noticed that your(single biggest challenge) and I am thinking of giving this pdf as a way of thanking you for taking a part of this research.

You are welcome to share this PDF.

To access this PDF, go here:

LINK TO LEAD MAGNET

If you have any question or if there’s something I can help you with, feel free to reach out.

All the best for [COMPANY]

Your Name

1 week after sending them those messages, check if they're able to use it and see results.

(This is why I urge you to have your lead magnets implementable ASAP and must give a quick win).

If they say“YES”, ask them.

.

Would you like me to implement it in your business?

.

If they say “YES”, then invite them for an Uncovering Call.

Are you free to hop on a call, XX?

I'd love to know more about your business and see if I'm a good fit for the role.

Send them the calendly link and you are good to go for your incoming Uncovering Call.

Please keep in mind that the point of the lead magnet is something that you can give to your target market.

It has to be of value to him or her. Something that they can use in their business.

A solution to your prospect's problems that they can PLUG and PLAY.

Something that when your prospects receive it, they can either figure it out and do that by themselves. OR hire you to implement it for them.

Or if they say “NO”,here is what you can ask from them...

HI XX,

GLAD TO HEAR FROM YOU. NO WORRIES.

IF I MAY ASK, DO YOU KNOW ANY ORGANIZATION OR GROUPS WHERE THESE [INSERT YOUR MARKET] HANG OUT? I'D LOVE TO CHECK AND REACH OUT.
THANK YOU.

So, you are still on WIN situation.

Why?

You ask for referrals. You ask for groups where your market hang out. 

Right?

Still, a NO is an opportunity!

Just be creative

Good day!

how to invite on a call

Hey Pips,

If your prospects or warm leads are asking you these questions or telling you something such as:

1.How much is your rate?

2.My business is going to the next level and want someone to do the record keeping

3.How much do you charge per hour?

4.I am looking for a bookkeeper

That you think this information is leading to somewhat a must to hop them on a call, use these scripts:

To hop on a call....

Are you free to hop on a call, XX?

I'd love to know more about your business and see if I'm a good fit for the role.

OR

If they ask for portfolio or credentials, tell them that....

Hi XX, sure. 

I think it is best if we hop on a call. That way I would know what your needs are and if I'm good fit for the role. After that I can create outline of deliverables and pricing based on your requirements. What do you think?

OR

Asking for the details of your offer or service....

Hi XX,

Would you be open for a quick call before I send the offer?

I prepared a few questions,so I'd like to know what you need and what your goals are before I send one.

After sending these scripts and got a reply of big YES from them, send them your calendly link to book for a call.

You can use skype or zoom (free version of at least 30 minutes) to do an Uncovering Call.

After they filled-up your Calendly link and you received notification of booking, email and send them information such as date, time and link (if zoom) or skype id of your scheduled call. This is to make clarity between you and him on the booked call.

Once the call is nearing, send follow-ups like 1 day before the scheduled call, 5 hours before the call and 1 hour before the call, in order to call his attention.

If there may be hitches on his part, you may be notified in advance. You won’t wait for nothing, right?

That is why you need to make follow-ups before the scheduled call.

Happy connecting!

use this cheat sheet for audit walkthrough of client's books

Use this Cheat Sheet as your guide in doing your client's audit walkthrough inside their books. Ask access in their QBO or Xero apps or their excel files in case they did not use any cloud accounting software.

This cheat sheet will show you what items to check and review. Before doing the check-up, send a Non-Disclosure Agreement to make your clients feel secured about the confidentiality of information.

Use notepad to jot down your audit findings while doing the audit. These findings will be part of your proposal.

Smart Review Audit Walkthrough

This checklist will help you discover some of the biggest challenges and pains of your clients in their QBO.

Use this as a guide in checking and reviewing client's books.

You can update this one as you do your checking on the increasing needs of your clients.

sample video of audit walkthough using the cheat sheet

craft your proposal

Step 1: Make an Introduction

In proposal, establish first the context.

Business owners usually felt that they are being pitched all the time so the last thing that you want to happen for them is to let them think and look at your proposal and say, " Who is this guy again?"

That is why the first part of it must be to make them remember why they have reached out to you and mentioned the BIGGEST problem, the pains and challenges first so they can say, “yeah this is the guy I’ve talked before”that you have identified during the call.

You can mention here like,having a bookkeeper before was a pain,that he could not submit reports on time and that he submitted with a little knowledge of it.

I am really glad that you reached out to me regarding your bookkeeping issues from your previous bookkeeper. I am positive that we can address this issue of late submission into submitting reports on time, if ever doing this monthly and make it accurate.

With this, I suggest after checking your books during my audit walkthrough I now have outlined the specific plan we can do in 30-daytime.

Step 2: Campaign Focus

This is a part where you show how knowledgeable you are with your service.

This is where you can look them in the eye and say, "This is where you said your problem is so this is where you should focus to.

"This campaign focus on having a quickest WIN for your client. Because creating quick wins means longer working relationship with the client.

Sample:

You mentioned that you have issues about your previous bookkeeper and his work and with that, I see that we need to check first your books to get the diagnose of the status and relay the results of the checking so we can make a better deliverables to produce an accurate financial reports for your business and for taxation matter.

Step 3: Audit Results

This is where you mention your audit results after the short audit walkthrough of your client's books.

After you submit the Non-disclosure agreement, a client must give you access on his books.

Then that is the time you do your audit walkthrough of his books.

Use the cheat sheet to guide you what items to check inside the client's books.

Make a note every item you check then place that in your notepad the copy and paste inside this proposal as your Audit Findings.

Make it specific, if possible so that he can have an impression that you are someone who knows about this or perceives as an expert.

Sample:

From the audit I performed in your books, these are my findings:

1. Undeposited funds of $3,550 remain uncleared as of December 31, 2018.

2. There are still 1020 transactions remained "For Review" under bank account DCU acct# 2085 from January 2018 to March 25, 2019.

3. Negative balance of Accounts Receivable amounting to -$45,567

4. Last bank reconciliation of bank account# 3456 done July 31, 2018 and still needs update till October 31, 2019.

Step 4: Outline Your Strategy

This is the part where you are going to outline how are you going to address the problems stated during the call plus your audit findings.

The secret here is to outline the effective strategy and let the client show that he cannot do this on his own.

It is where you can show him what's goinghappen or the consequences in case you do this on his books.

Sample:

1. First thing to do is to get bank statements from your end.

2. Then convert bank statements from pdfs to csv file before uploading to QBO in case the bank account is not connected to QBO.

3. Then do the add, match and transfer of accounts to enter these to QBO portal.

4. Then do the downloading of report per bank accounts and do the cross checking with the respective bank statements as well as with the credit card statements.

5. Note the transactions which are double recording or amounts that are not recorded and make adjustments.

Step 5: Proposed Timeline and Deliverables.

This is one of the most important pieces of your outline.

This is the part that brings the feeling of CERTAINTY from your client that you are going to deliver this thing with a timeline.

In this part, include a timeline and dates if possible:

Sample:

As soon as the upfront fee is settled, here's what the next 30 days will look like:

Days 1-7: Data conversion from pdfs to csv of bank statements and credit card statements

Days 8-10: Data uploading to QBO

Days 11-18: Adding, matching and transfer of bank accounts and credit card transactions inside the QBO

Days 19-21: Make QBO monthly transactions versus bank and credit card statements cross-checking

Days 22-27: Do QBO Bank Reconciliation from January 1 to December 31, 2018

Days 28-30: Making adjustments, review and finalization of financial reports as to Balance Sheet, Profit and loss and Cash Flow including the aging and individual balances of Accounts Receivable and A/Payable accounts.

This gives your client feeling of confidence because you give him an idea of deliverables and the day to expect it.

This will give you the opportunity of being spared from micromanagement.

Make your deliverables specific, if possible, like:

Upload the csv file of bank account# 3546 to QBO plus the credit card Capital One from months of March to December 31, 2018.

Step 6: Investment of the Project

The secret here is to create a payment scheme of having at least 2 OPTIONS.

This gives the way for the client to choose from and not having that feeling of being trapped with one choice.

Showing options give him the choice unlike if you show only one, he may either say YES or NO.

But adding an option puts the choice in your end because they are no longer going to say YES or NO but rather their attention is focused on whether they will take OPTION 1 or OPTION 2.

Sample:

Option 1:
Upfront fee of $450, $560 after 50% completion from January 1 to June 30, 208 and balance of $560 after July 1 to December 31, 2018.

Bonus here is 24-hour call and email, answers within the 24-hour time.
Free coaching of 2 hours, once a week.

Option 2: Upfront fee of $500, $620 after 50% completion from January 1 to June 30, 208 and balance of $620 after July 1 to December 31, 2018.
Bonus here is 24-hour call and email, answers within the 24-hour time.
Free coaching of 2 hours, once a week.

Free Cash Flow Forecasting sheet, PLUG and PLAY plus coaching.

Step 7: CLOSING

Your closing can be as simple as this...

I'm excited to work with you on this project and don't want to make this strategy any more complicated than it should be.:-) 

Just reply back with a ‘YES’ if it’s a go...

Or ‘NO’ if you think the plan sucks. Lol!

Or as elaborate as this...

Well, basically that’s it.
I’m truly excited to work with you on this project.
I hope you learn a lot from the strategies that I shared with you.
So, if everything is alright with you, then just reply with a huge “YES”
Or a big fat “NO” if you believe my strategies and this proposal sucks.
Either way, I would love to hear back from you.
I’ll be looking forward to it.

What’s important is the place you are coming from.

Let them feel that it is OK for you whether or not they take it because you are confident.

NO BIG DEAL at all.

Which is why you’re giving them a chance to say ‘NO’ and still be playful about it --shows them that you’re confident about your abilities.

After sending them the proposal, wait for few days before making follow-ups.
If they say “Yes”, then you are good to go for that first project.
If they say “No”, ask them why did they say No,so that you will know the reason.

If the issue is the price, you can make negotiation, only if it is right to negotiate the price. Otherwise, just thank them for the time.

Remember, this is a part of your journey of learning and experience. There are a lot of clients out there. Put this in your mind.

And still, stay friendly to them.

You can ask for referrals from them in case they know someone who needs help. Just ask for referrals.

At this rate, it is still a WIN situation for you.

You get to learn the process, you inform your lead that you ask for referral and you are nearing to your next lead who will be your very NEXT CLIENT.

Stay positive, life is full of surprises.

Sample proposal to a client

Clean Up, Catch Up, and Reconciling of Accounts for 2018 and 2019

Prepared for: Kathy Bliss-Bianco

EcoTouch Cleaning Service

September 20, 2019

Prepared by:
ALFIE A. ABIABI, CPA
Quickbooks Online Pro-Advisor
Smart Virtual Bookkeeping Solutions

Hi Kathy,

I’m really glad you reached out to me regarding bookkeeping services.

You have mentioned that you need bookkeeping service for your cleaning business in Arizona.

That during our chat, you mentioned 3 challenges that’s stopping you from reaching your business goals:

1. That you need help to untangle your personal and business expenses for 2018 because you can’t get through with this task.
2. That you have not filed taxes for 2018 and same with 2019.
3. That you are getting worried everyday and that you need help on this in your cleaning business.

I appreciate you giving me an access with your Quickbooks online data,and sharing important details that helped me a lot in understanding where you are right now in your business and how I can help you in your books.

And because of that, I'm optimistic we can be successful on this specific project that we are aiming to start.

Because I am really optimistic that we can do catch up with clean-up for 2018 as well as for 2019, including the Bank Reconciliation for 2018 up to present for Paypal Bank, Main Account and the Capital One for EcoTouch Cleaning Service using Quickbooks Online.

With that said, I suggest we focus first on acquiring all necessary supporting bank statements and credit card statements from:

1. Paypal Bank

2. Main Account(2085)

3. Capital One Business

You can send these documents through PDF formats and send them through email.

Expect exchange of communication from time to time because we have to ensure proper categorization of accounts to properly state your Net income which will be the basis for paying taxes.

Aside from that, we have to ensure all transactions are recorded especially the expenses so that you will have a lesser bottom line of paying taxes.If your Net Income is overstated, the consequence is paying overstated taxes.

And right below, I outlined a specific plan we can bust out in 30-days or less time for 2018 and another for 2019.

This is where you said that your problem is that you need to catch up for 2018 and 2019,and clean up for mixing personal and business expenses.

Using the bank statements, and credit card statement, I’ll go through and review the statements for the data validation and input to Quickbooks Online.

When you have given me access to your Quickbooks online, here are my findings which I found so valuable for your financial standing of your business:

1. No Bank Reconciliation ever since the start of your business, since 2018, for 3 main accounts, namely Paypal Bank, Main Account(2085) and the Capital One, until August 2019.

2. Paypal Bank account has 3,248 transactions to be added/matched since 2018 up to 2019 and these are material.

3. Capital One account has no reconciliation.

4. Paypal Sales Credits have Deposits recorded as Sales which need data validation. This may contribute to bigger amount of Sales, which in turn to Bigger amount of tax to pay, if not corrected.

5. Uncategorized expenses of $1,998.26. This account must be categorized properly.

6. That you have COGS account, meaning do you have inventory before?

7. Paypal fee credited to Undeposited funds, for further validation of data

8. Line of Credit and Loans Payable, amortization data validation, how much is the interest part and the record of beginning balance amounting to $8,374.43 on July 7, 2019.

9. Having a negative Opening Balance Equity in your Balance Sheet as up to date.

10. Personal expenses mixed with business expenses and that you use your business money to pay personal expenses

STRATEGY:

1. I see that the main focus here first is to update, add entries for January 1 to December 31, 2018 transactions.After the whole clean up and catch up of 2018 then we can proceed to 2019.

2. Procurement of Bank and Credit Card statements for the whole 2018 and 2019 for:
   a. Paypal Bank-3,248 transactions
   b. Main account (2085)-280 transactions
   c. Capital One Business

3. Clean-up and data validation of Paypal Sales account and Sales account, being deposits recorded as Sales.

4. Categorization of Uncategorized accounts to its proper accounts, noted on uncategorized expenses of $1,998.26

5. Cost of goods Sold account to validate.

6. Data checking and reconciliation for Paypal fees credited to Undeposited Funds for validation.

7. Updating of Current Payables and the Interest expense part.

8. Reconciliation of Opening Balance equity, with negative balance.

9. Separating Personal expenses from Business expenses.

10. Monthly Bank and Credit card Reconciliation starting January 2018 and every month thereafter

11. Preparation/Analysis of Reports as to Balance Sheet, Profit and loss Statement

12. Lastly, we will do monthly maintenance of books starting September 2019 after the clean and catch up from January 2018 to August 2019.

As soon as the upfront fee is settled, here’s what the next 30 days for 2018 will look like:

Days 1 to 3: Procurement of Bank Statements and Credit Card statements for Quickbooks Online data validation for 2018

Days 4 to 20:Reconstruction of accounts based from the bank statements and supports.

These days include exchange of information as to emails for data inquiry and validation as reconstruction progresses, with weekly feedback at least during Saturday or as scheduled agreed upon.Downloading of transactions, cross checking and validating, with analysis.

Expect more questions, to be sent with screenshots in your facebook account or email.

Days 21 to 30: Any uncategorized accounts, miscategorized and adjustments to be made based from the exchange of information up to the finalization of report as of December 31,2018.

Deliverables of Financial statements:

Balance Sheet as of December 31,2018

Income Statement for the year 2018

Bank reconciliation from January to December 31,2018

VALUE-ADDED SERVICE:

-24/7 Communication Access via Facebook -Consultation

-Financial advices regarding running the business finances, an added bonus. You can ask any questions related to financial matter of your business.

Investment:for Whole Year Clean up and Catch up from January 1 to December 31,2018

Option 1: Upfront payment of $420, payment of $490( from January 1 to June 302018 transactions)after 50% completion and another $490(from July 1 to December 31 2018 transactions)upon final submission of reports.

-Comprehensive reconciliation and reconstruction of accounts for Paypal Bank and, Main account(2085).

-Comprehensive reconciliation of accounts as to Paypal fees, mixing personal and business expenses and uncategorized accounts.

-Data validation and updating of Current liabilities account

-Data validation and input to Quickbooks Online

-Bank Reconciliation for Paypal Bank and Main account(2085) from January 1 to December 31, 2018.

-Call and text through facebook or email, reply within 24 hours for advice; message for advance notice

Option 2: $399 upfront fee to start the catch up and clean-up, payable $467 for 50% completion and $467 upon 50% finalization of financial statements as of December 31,2018.

-Comprehensive reconciliation and reconstruction of accounts both for Paypal Bank and Main account(2085)

-Data validation and input to Quickbooks Online

-Bank reconciliation from January 1 to December 31, 2018.

-Comprehensive reconciliation of accounts need to categorize properly to its proper accounts.

-Call and text through facebook or email, reply within 24 hours for advice; message for advance notice

Payment will be deposited online to my bank account or paypal account as per agreed upon.

Upon completion of 2018 transactions, next in line is for 2019, up to August for 2019.

As soon as the upfront fee is settled, here’s what the next 30 days for 2019 will look like:

Days 1 to 3: Procurement of Bank Statements and Credit Card statements for Quickbooks Online data validation for 2019

Days 4 to 20:Reconstruction of accounts based from the bank statements and supports.

These days include exchange of information as to emails and calls for data inquiry and validation as reconstruction progresses, with weekly feedback at least during Saturday or as scheduled agreed upon.Downloading of transactions, cross checking and validating, with analysis.

Days 21 to 30:Any uncategorized accounts, miscategorized and adjustments to be made based from the exchange of information up to the finalization of report as of August 31, 2019.

Deliverables of Financial statements:

Balance Sheet as of August 31, 2019

Income Statement as of August 31, 2019

Bank reconciliation from January to August 31, 2019

Investment:

Option 1: Upfront payment of $228, payment of $266 after 50% completion and another $266 upon final submission of reports.

Monthly retainer’s fee of $80 starting September 2019.

-Comprehensive reconciliation and reconstruction of accounts for Paypal Bank, Main account(2085)and Capital One.

-Comprehensive reconciliation of accounts as to Paypal fees, mixing personal and business expenses and uncategorized accounts.

-Data validation and updating of Current liabilities accountand the Interest part

-Data validation and input to Quickbooks Online

-Bank Reconciliation from January to August 31, 2019.

-Call and text through facebook or email, reply within 24 hours for advice; message for advance notice

Option 2: $211 upfront fee to start the catch up and clean-up, payable $247 for upon 50% completion and $247 upon 50% finalization of financial statements as of August 31.

Monthly retainer’s fee of $80 starting September 2019.

-Comprehensive reconciliation and reconstruction of accounts for Paypal Bank, Main account and Capital One

-Data validation and input to Quickbooks Online

-Bank reconciliation for 2019 from January 1 to August 31, 2019.

-Call and text through facebook or email, reply within 24 hours for advice; message for advance notice

Payment will be deposited online to my bank account or paypal account as per agreed upon.

Thus, I have presented to you my plan of action to get the main goal of unloading your burden of thinking how to clean up your books so that you can focus on growing your business and doing what you enjoy most.

I am truly excited to work with you on this project. I hope you learn a lot from the strategies that I shared with you. So, if everything is alright with you, then just hit the button and let’s start the ball rolling!

I’ll be looking forward to it.

Feel free to communicate with me Kathy in facebook.

Many thanks,
Alfie A. Abiabi,
CPABOOKKEEPER/ACCOUNTANT
Certified Quickbooks Online Pro Advisor
+639288010048