Attention: Freelance Bookkeepers
“Why did I take on this client?”
Has that thought ever crossed your mind?
Did you ignore that feeling in your gut? 
Don’t do it, you’ll regret it.”
Often the feeling is more subtle. Something’s off, but you can’t tell what. You need the client fees, but don’t see the train-wreck coming until after you work together.
See if my story sounds familiar….
A colleague referred a one-year-old marketing company to me. At the time, I was desperate for more revenue. My monthly cash outlay exceeded my inflow.
During the initial meeting I was “very pleasing.” My main objective was to sign the client. By agreeing to every client request that day, I set the expectation that the client got whatever he wanted.
There was no thought as to what this arrangement would cost me, in either dollars or stress. (It ended up costing me $7,000 out-of-pocket and an untold amount to my spirit.)
The client continuously asked for “compromises” to our original contract, from the fees being charged to the timing of work completed. He even wanted to add additional services to the contract “just this once.” I came to despise this account and cringed every time an email or phone call came from them.
In truth, I was actually upset with myself. I ignored my gut instinct and allowed my desperate need for cash to convince me all would work out.
This situation went from bad to worse. In less than a year, the client and I spoke harsh words. That ended our working relationship. When the total hours spent working on this account were added up, it was plain they weren’t covered by the monthly fees. (A fee discounted to get the business in the first place) The emotional stress to me and my staff during the time we worked with this client is incalculable.
So how did this happen? It happened because I did not properly qualify this prospect during my initial conversations! Nor did I outline for him the way in which we did business because all I was focused on was my short-term goal of bringing in a couple of hundred dollars a month.
 When I started my business I took whatever client showed interest. I was nervous that they wouldn’t actually pay me and if they found me I didn’t want them to go away, I might not find anyone else. That was 9 years ago. Now that I am a seasoned business owner and another 9 years of accounting experience under my belt I still fell into this pattern of taking on new clients. I was listening to my gut more but not consistently. Plus I really wanted to nurture the small business owner and was drawn to those that REALLY needed the help without looking at their needs as a whole and matching them back to our teams experience, availability and of course the ever present cash flow. The course helped me identify what is an ideal client – what is the characteristics, industry, their personality/learning style. It also help define a process now that I go through – by phone – with questions and a script based on what services my team is currently offering. Now I know after no more than 30 minutes if they are a good fit or if it is someone I am referring to The Bookkeepers Network. The clients appreciate the dedicated time that I set aside for these calls and it shows that I am a professional business that they want to make the investment of time and money with to help grow their own business.
Connie Vanderzanden |
Lesson: A couple of hundred dollars cost me thousands!
There is no such thing as coincidence. I came to realize on some level that I was contributing, whether consciously or not, in bringing these clients into my life and my business. That’s when I learned that I had the power to change these circumstances and to work with only those clients that I loved.
From that journey of self-discovery, I created this process:
“How to Qualify a Prospect & Work with Clients You Love!”
Not only did this system help me to transform my client base into 100% ideal clients, but it let me successfully navigate other relationships in my life. Hiring employees, subcontractors and vendors for business or personal needs is no longer a problem. You can do this, too!
Before transformation, I had no real understanding of the three critical elements needed to weed out prospects that weren’t right for me and my business.
In my self-study program, “How to Qualify a Prospect & Work with Clients You Love!” you will learn:
- My simple easy-to-implement 8-step system for qualifying a prospective client
- What boundaries you need to have in place prior to working with anyone (if you’re already working with someone, these can be easily implemented)
- How to have a neutral mindset when speaking with a prospective client and why it is crucial
- A fool-proof technique that helps you “drive” the conversation with a prospective client
- How to interview your prospective client and get the information you need to determine whether or not you should work together
- How to confidently, politely and firmly walk away from business that is not suited for you and your company (and know the right prospect and business are just around the corner)
- And much, much more!
This self-study program is easy-to-use and easy-to-implement. When you sign-up for the program you are taken to a private classroom page that contains:
- Three Video Modules where I take you through the highlights of the entire process and share my personal experiences.
- Three in-depth E-books where I explain the process step-by-step, share stories, scripts, tools and examples of what has worked in my business–and what hasn’t.
- One Assignment Workbook for you to complete your assignments and customize my system to work for you and your business.
- Seven Audios and Transcripts where I demonstrate how to qualify different prospective clients. You’ll hear the questions I ask and how to respond when the prospect throws you a curve ball.
- Downloadable New Lead Form for you to customize for your business.
- Getting Started Guide on how to get the most out of this self-study course.
- Links to the very same resources I mention through out the course.
 I have to say that the course” How to Qualify a Prospect and work With Clients You Love” is a great value, even if you have been in business for awhile. Linda helps you understand how to find the clients that you want, and fire those that are taking up more of your time and that you are not getting a good return on your time investment for.
I highly recommend Linda’s courses for anyone interested in growing their business with quality clients. Martin Meyer, CPB B Meyer Bookkeeping Solutions |
 Marketing does not come instinctively to me.
Linda has compiled her experiences into an easy-to-apply program that I could instantly put into service. More importantly, her thought-process in this area just makes so much sense.It would have taken me a year or more to figure this out on my own. Walter Lawrence T. W. Lawrence LLC www.twlawrencellc.com |
Before you can begin to qualify your ideal prospective client, you need to establish the proper structure within which your business should operate. Once that’s complete, you will be well on your way to transforming your client base from one you like into one you absolutely love.
In this self-study program, How to Qualify a Prospect & Work with Clients You Love! you will learn to remove the need to bring in more cash as the reason to work with someone. Instead, you will incorporate the needs of your business into the equation.
Too often service providers place the needs their clients before their own. Before long, find themselves endlessly working around the clock. This only leads to burn out and resentment. But it doesn’t have to be that way.
Think about outsourced payroll companies like ADP or PAYCHEX. When you work with them, they explain to you their process for doing payroll. If you want to their services, you must prepare your payroll within their parameters. Otherwise your staff won’t get paid. Your freelance bookkeeping firm can require the same thing.
In my self-study program, “How to Qualify a Prospect & Work With Clients You Love!” you will learn:
Click Here to see the Course Outline.
 Linda’s course on “How to Qualify a Prospect & Work With Clients You Love!” The concepts presented were professional and comprehensive. This course was excellent and had me looking at things from a new perspective and how to choose clients who are the best fit for my company’s service offerings.
I highly recommend the course!
Teri Fisher First State Accounting www.firststateaccounting.com |
- My simple easy-to-implement 8-step system for qualifying a prospective client
- What boundaries you need to have in place prior to working with anyone (if you’re already working with someone, these can be easily implemented)
- How to have a neutral mindset when speaking with a prospective client and why it is crucial
- A fool-proof technique that helps you “drive” the conversation with a prospective client
- How to interview your prospective client and get the information you need to determine whether or not you should work together
- How to confidently, politely and firmly walk away from business that is not suited for you and your company (and know the right prospect and business are just around the corner)
- And much, much more!
 I went through this course and it had homework that forced me to actually engage myself to see how my clients feel and what they find important. It is a great tool to see why and how you can communicate better with clients new and old. It guides you into forming on paper what you are retaining in your head.
Thanks, Kathy Bylkas, EA Website www.Taxladyllc.com |
There are 2 ways for you to receive your course materials:
| Option 1: Physical Success Library |
Option 2: Electronic Success Library |
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| Instant Access to Private Classroom Page | ||
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| Ability to download all materials and store on your computer | √ | √ |
| Copies of all Materials from the Classroom Page Shipped to Your Door (Note: Shipping & Handling fees apply and resource links are excluded.) |
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Your Investment |
$197 |
$97 |
 I found SumSolutions course on ‘How to Qualify a Prospect’ to be immensely helpful in getting me on the right track in regards to effective prospecting. I had been floundering a bit despite the fact that I had both an accounting and sales background. Using Linda’s processes to define ones ideal client and the services YOU want to offer are key to attracting the kind of clients that you will love working with. Linda’s mix of successful sales methodologies matched with the commonsense approach of getting on clear and on who you want to service and what you want to offer really resonated with me.
Mary Margaret PosterCompass Accounting Solutions, LLC http://www.compassaccountingsolutions.com |
Are you ready to take the money and emotion out of the equation when qualifying a prospect and work with only clients you love?
Yes, Linda – I’m ready and I want to learn your 8-step easy-to-use and easy-to-implement system!
Use coupon code PLQP to receive 50% off if you order before July 20th at midnight!
How to Qualify a Prospect & Work With Clients You Love!Physical Success Library $197 |
How to Qualify a Prospect & Work With Clients You Love!Electronic Success Library $97 |
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Here’s to creating a freelance practice that supports you mentally, spiritually and financially!
Linda Hunt
The Small Business Bookkeeping Expert
SUMSOLUTIONS LLC
Phone/Fax (888) 330-4405
info@sumsolutions.com
www.sumsolutions.com
4 Daniels Farm Road, Suite #369, Trumbull, CT 06611
