Social sales funnel for accounting and tax

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hey guys today I'm going to talk about how to get more clients as a bookkeeper using a sales funnel give this video a thumbs up if you are interested in getting another bookkeeping client so I'm going to Dive Right In first of all what is a sales funnel so as you're going to see these can be complex or simple but it's basically taking a client through the very first stage of getting to know you and kind of warming them up showing that you're trustworthy and then getting them to sign on as a paying client in your bookkeeping business so you can see in this graphic the top of the sales funnel is how you attract people into your business like the first time they hear about you oftentimes this is with some kind of free offer the middle part is a series of steps that the client goes through to kind of get to know you better A lot of times this can be like some emails and the reason why it's shaped like a funnel is just because as you go through the process you kind of Whittle it down to less and less people you see who's really interested in hiring you as a bookkeeper so you start out maybe a bunch of people want that free thing and then as they get to know you some people are like oh it's not a good fit I don't need a bookkeeper and then the bottom of the sales funnel are those people that actually hire you as a paid client I don't want you to feel overwhelmed if you're just starting your bookkeeping business I do have a bunch of videos and resources that you can check out my website's finepoints.pizz I have a free masterclass and checklist my name is Morgan if this is the first time you're seeing any of my videos but my point is if you're not ready for this more automated sales process just maybe tuck this away for later just like watch the video kind of learn get an overview and then keep in mind if you are ready for it at a later date here is kind of a lower Tech overview of a sales funnel you're still going through the same process even if you don't have all the fancy bells and whistles of what I'm going to be talking about next so maybe to get your first bookkeeping client you just met someone at like a networking event or you met them at the park or it's your neighbor who owns their own business so you met them maybe you gave them a business card or you directed them to your website they kind of got to know you and trust you a little bit more or maybe it was a referral and they were able to get to know you through that then maybe you guys decide to sit down at a coffee shop and talk a little bit about their business and see if it's a good fit and then at that point they decide to hire you as a bookkeeper so you can see those four stages are kind of similar in different situations so the marketing gurus do have terms for each of these stages that I put in parentheses underneath it so the top of the sales funnel is getting attention of your clients the middle part is interest so keeping them interested and trusting you and figuring out what exactly you do and then after that is desire they're like I think I do want to hire this person and then the bottom of the funnel is action so they take action and hire you so as you might imagine I believe that the top of the sales funnel is fairly challenging and it's something you kind of have to keep doing so how you're going to get people into your business that's what I'm going to talk about in more detail at the end of this video You're Gonna figure out where your client is hanging out and get to know as many of them as possible maybe you're going to be targeting a specific Niche like you want to be a bookkeeper for real estate agents so you figure out where those real estate agents are like they're in a Facebook group and they're asking questions and then you're able to answer some of their bookkeeping and financial questions or maybe you do the same thing but in person maybe you go to a small business networking event or maybe you're using social media all right and the next question is why do you want to build a sales funnel what is the advantage of this one of the biggest things for me is automation so I'm going to show you just a little bit of how you can make these email sequences and landing pages for your sales funnel you don't have to talk to as many people one-on-one and have kind of like the same conversation over and over it's an automated process that'll work for you and after you set it up once it'll just go on autopilot and so you can probably see this most likely is not how you're going to get your very first bookkeeping client for your very first client it's probably going to be someone you know or someone within you know your existing Network and that trust piece may already be there but as you grow bit by bit it's going to help you to create some kind of process and I feel like the second advantage to a sales funnel is building trust because it is really hard for people to trust you like if they just found your blog post on Google and then they just click on it it might be hard for them to surrender like all their financial information to you as like a stranger so going through the sales funnel process just helps them get to know you kind of warm up to you and really build that trust all right so let's get into the nitty-gritty of how exactly do you create this sales funnel so it might be the first time you've heard some of these like marketing words and that is fine you'll probably have to do some additional research if you're going to set up one of these sales funnels but this is going to be a good overview from a bookkeeper perspective so step number one you need to create what's called a lead magnet so this is going to be some kind of valuable content that your client might want so it could be a free printable a free download maybe it's a free Workshop or master class so some bookkeeper specific ideas that I came up with are first of all a monthly bookkeeping checklist what should a small business owner do each month second profit and loss Made Simple like a PDF of like what should be in their chart of accounts or what does the profit and loss look like third what should I know about taxes so I just had a video come out about meal deduction so meal and travel expenses and a lot of times business owners don't understand this concept so maybe you could create a little printable maybe create it in canva and have it available for them to download or maybe like when our quarterly taxes due like I'm even I'm having to always look that up because I can't remember like which months they're due so maybe a cute printable again that you can offer for free to potential clients maybe it's a quiz you create in Google forms that is are you ready to hire a bookkeeper that would be a great lead Magnet or like I mentioned some kind of a webinar or class three keys to doing your bookkeeping correctly so here you're speaking to people who are probably doing their own books right now and you're solving some problem for them so you're probably realizing that you have probably been through a sales funnel before for someone else's business anytime they give you like a free thing and then they started sending you emails that was some type of sales funnel that they're using to see if you're going to be a good potential client leave me a comment down below if you have any other ideas about a lead magnet so once you decide on your lead magnet you need to figure out what how you're going to give it to people right so there's a bunch of different softwares you can use when I started out I use MailChimp because it's free up to a certain number of people on your list that you're sending emails to some other ones that I've heard of are get response Constant Contact convertkit and mailerlite for the purpose of this I'll just refer to MailChimp because that's pretty well known and I did use it when I first started like I said so get yourself set up in MailChimp and the first thing you're going to need to do is set up what's called a landing page and I'm kind of assuming you already have a Business website and then so on your website it'll probably be like click here to get my top three tips for tax time and then when when they click there then it goes to the landing page and the landing page is where the person the potential client will put in their email and their name and then they will be able to get access to that free content and you'll probably have to play around and MailChimp a little bit but usually after the landing page then there is a thank you page it'll say thanks for stopping by check your email I also sent the download there and then they check their email and you know it's a little welcome email from you explaining a little bit about who you are and why you're a great bookkeeper and then within MailChimp you can set up what's called a welcome sequence so it's a couple emails that again is introducing you warming up the potential client to you and your business who you are and how you can provide them valuable content and of course at that point because it is that funnel people can drop out of the funnel at any time so we don't want to annoy people who don't want to hire us so of course if people are unsubscribing to those emails don't take it personally that is not going to be your court audience that you want to talk to of potential clients anyway and Within These welcome emails you also want to provide information about what you are selling so maybe what your pricing looks like and I would recommend a free 15-minute consult call with anyone like any potential clients hopefully that is something that will provide value to them and they can chat with you and see if you're a good fit alright as promised how do you get people into the top of that sales funnel how are you even reaching a big enough group that when it like funnels down into the one or two potential clients that is even worth it so this step is actually probably going to require the most ongoing work once you've set up the sales funnel and set up stuff in MailChimp and those email sequences like I said it's automatic for you but you are going to have to make sure people are somehow coming in at the top of that sale sales funnel so these days there's lots of different options so I would encourage you just to pick like maybe one and focus on that or maybe two if you try to do every single thing oftentimes you are spreading yourself too thin it's better to just go deep into one option all right so here is a list on the screen of different ideas I had and there's so many more that you could add to this but different places you can distribute your lead magnet that freebie printable good value thing that you're offering could be on your own website and then you can do a Blog to send traffic to your website so hopefully you can figure out a few different Search terms that can get picked up in Google and your blog and then bring people to your website Pinterest is a good one or any social media platform um again pick one if you're really into Instagram do that one I obviously have done YouTube and so that is a lead magnet for me this is how I get both clients and bookkeepers because lots of people are watching my videos all the time and then you know I start funneling them down and a small percentage of them either become a bookkeeping client or like pay for online classes or other things like that but I am providing a ton of free content so even if you never like pay me a dime you're still able to get a lot from my YouTube channel for example all right podcasting is a great one that's really I think up and coming or maybe it's already here you can be a guest on a podcast maybe make some other bookkeeper like contacts or some Finance contacts or again if you have a niche working within your Niche you can't create a free Workshop like a little presentation that you do either in person or online there's b i groups those business networking groups you have to pay a fee to get in them but then I think they're really like tight-knit and like they really like stick up for each other the people in those groups do check your city or town and see if there's like a small business networking group I joined one of those when I started and it was really helpful and actually there was a different bookkeeper who came in and gave you know free advice to the those people in the group and I was like that is a great idea because tons of them wanted to hire her after they took her little free class and then LinkedIn is a really big one as well obviously that advantage of that is it's a very professional based and then Facebook groups there's I feel like they're really active and I've had good luck with Facebook groups as well so like I said that will take work to figure out you know how do I become a blogger if that's the one you choose but it does start to snowball after a while you know your first year or so might be challenging but after a while you'll kind of get some steam and then if you get good at getting clients and getting those leads in you can start thinking about other potential for your bookkeeping business so would you like to hire a couple other bookkeepers to work for you because I'd imagine there's tons of bookkeepers out there that don't want to do the marketing have a hard time getting clients they just want to do the work or maybe they're just starting out and they want to work under a bookkeeper for a while and then I have another video all about how to charge and how much to charge all they'll send their looks like that and I'll link it in the description box but maybe you are charging you know a client 500 per month and then you're paying a bookkeeper like maybe a starting bookkeeper 25 to 30 dollars an hour and it takes them only three hours each month to do the bookkeeping work so then you as the business owner the person who has done all the work to create that client in Flex you get to keep the difference between those two amounts and that is how you can start building a bigger bookkeeping business if you're interested and really earning passive income by having other people work for you leave me a comment down below if that's something you would try or if it sounds just like out of the scope of what you're interested in doing as a bookkeeper don't forget to hit the red subscribe button down below to get a new bookkeeper video each week and a thumbs up really does help me a lot if you can hit the Thumbs Up Button don't forget to check out my website for more information if you are interested my lead magnet is that free masterclass so you can check out the free Master Class it's called is bookkeeping right for you and it's linked in my description box as well as on my website finepoints.biz I hope you guys have a great day and I will be talking to you again next week take care