After being in the bookkeeping and tax field for nine years, I still remember how nervous I felt when meeting a client for the first time. If you are a new freelance bookkeeper, fresh out of training, you may feel the same way. Here are some things I’ve learned over the years that I’d like to share with you. I didn’t include a few obvious things, like dressing or grooming appropriately, or getting good quality business cards. These tips are born from practical experience and I hope you find some benefit from them.

1. Be confident. Don’t let your lack of on-the-job experience make you feel unable to handle a particular client’s job. At times you may feel as if you are on a tightrope without a net, but it’s not true. If you have had proper training, it will support you.

2. You know more. Do you ever fear that the client will easily find some “hole” in your knowledge? In reality this rarely happens. Generally, potential clients don’t know enough about bookkeeping/taxes/etc., to ask those types of questions—if they did they probably wouldn’t need you! Similarly, if an unknown question does arise, don’t be afraid to say, “I don’t know, but I’ll find out.” Then, be sure you do find out and promptly deliver the answer.

3. Always verify. You may meet clients who act like they know a lot about accounting and taxes. In reality, many of these people know very little, but it may take some time to realize how little they know. I recently had a client who insisted that certain information from a tax form be handled in a certain way. He spoke very authoritatively on the subject, as if he knew exactly how it should be handled. Since it was an unusual and rare tax topic, I had to do a lot of research to verify his statements. Guess what? He was wrong, and I am so glad I did not take his “advice” at face value.

4. You don’t need props. As a new bookkeeper, you may feel the need to bring brand-specific items or special presentation materials with you to meet potential clients. I’m not saying, “Don’t bring them.” I am saying:

• Your potential client will not base his/her decision upon them.
• Too many props say, “I feel insecure.”
• The client wants your knowledge and your care, not your props.

I bring a pen and a spiral bound notebook to new client meetings. Listening attentively, I take lots of notes and ask lots of questions. This has worked quite well, and communicates exactly what I want: I’m confident and can take care of things!

5. Let them talk. Many clients want to do most of the talking during the first meeting. Try to listen very carefully. Are you familiar with the term empathic listening? It’s a specific method of listening to people and is extremely effective when meeting new clients. Learn how to empathically listen if you don’t yet know how.

6. Don’t take bad clients. You will probably be tempted to take any client, just to get your business off the ground. Resist this urge! If you have a bad feeling about somebody, or if your gut is telling you something about somebody, listen to it. The money bad clients bring is not worth the headache they cause.

7. Remember your aim. Why did you get into this field? To serve people, or only to earn money? When difficult situations arise, remember that a service oriented aim will always serve you better than a money oriented aim.

About the Author:

Jennifer A. Thieme, owner of Solid Rock Accounting Services, is a Certified QuickBooks Advisor and a Registered Tax Preparer. She has been in the bookkeeping and tax field for nine years. She considers the diagnosis and resolution of accounting-related problems her specialty. Her articles have appeard in the Intuit ProConnection Newsletter. Contact her via http://www.jenniferthieme.com with your accounting related questions.

Author: Jennifer A. Thieme
Article Source: EzineArticles.com
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Working as a freelancer can be a fabulous opportunity to earn money. Some small
business owners use sites such as Guru.com and Elance.com to supplement their
income and attract new clients, while others work full time providing freelance
services. Whatever your situation is, you want to win jobs you apply for.
Throughout the hundreds of interactions I’ve had with freelancers, I’ve noticed a
pattern that separates freelancing professionals who get jobs from those who don’t.
Here they are in a summarized format:
1) Customize your Proposal

Customizing your proposal shows you’ve taken the time to read the job description.
If you are applying for a larger job, consider tailoring your resume to match the job.
When a freelancer submits a customized proposal it tells me she is more likely to
spend the time it takes to do a quality job.
2) Perfect your Sales Pitch

Keep in mind your bid is a sales letter. Those who persuasion in their proposals are
far more likely to win jobs than those who do not. And even if you don’t consider
yourself an expert in sales letter writing, don’t be discouraged. The vast majority of
freelancers make no effort on this, and their proposals sound something like this:
“Hey, I can do this. Contact me for more info.” Hardly persuasive. Even a small effort
at writing a persuasive proposal will make you stand out in a crowd of
applicants.
3) Provide Examples

Just as you should tailor your bid to each job, provide examples of your work that
are relevant to the job you’re applying for. You don’t need to list everything you’ve
done, just 2-3 highly relevant examples. Employers want proof of your skills.
4) Provide Clear Communication

Good communication starts with providing multiple ways for a potential employer to
contact you. In addition to traditional methods of communication such as phone
and email, add your instant messenger information. Employers often want to
conduct brief interviews through instant messaging, so encourage that.
5) Follow Up

If you haven’t received a reply, contact them again. If possible, provide several new
samples of your work, and possibly some comments on how you intend to complete
the project. When I am managing dozens of projects, a freelancer who follows up
often makes me look at his bid again. This is very important when you are trying to
differentiate yourself from 50 other applicants.
6) Provide a Customized Sample

I remember a time when a professional created the custom script I needed, showed
it to me, then submitted his competitive bid. On my end there was no risk of hiring this person — the project had been completed! Of course this is somewhat risky for
the person bidding for the job, but you don’t have to create the entire project —
just show the employer that you are capable of doing the job.
7) Exude Confidence

If you have the skills needed for the job you are applying for, show confidence in
yourself. I’ve seen far too many freelancers begging for a job — which is very
unprofessional. Also avoid bidding for wages far less than you’re worth. Craft a
portfolio that makes employers “beg” to hire you.
Employers looking to outsource are worried about losing time and money with
freelancers who don’t perform as they should. The key to successful bidding for
freelancing jobs is to prove you will provide quality work within time and money
budgets.

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Author: Josiah Mackenzie
Article Source: EzineArticles.com
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