Accounting and bookkeeping professionals might benefit greatly from working with tradespeople in order to attract new business. The reason for this is that the vast majority of trade businesses are still trapped in the twentieth century when it comes to conducting their operations.
In order to keep track of each potential task, tradespeople frequently keep a physical diary, which they then put into a written quote. And if they don’t want to lose track of the quote, they’ll put it in the mail, hand deliver it, or call the client up and talk it through it with them.
Because trades work has been in place for decades, if not centuries, tradespeople aren’t in the practice of fixing things that aren’t damaged. However, there are signs of improvement.
A new generation of trade business entrepreneurs refuse to leave their homes or offices without their smartphones. And that’s wonderful news for business advisors since it means they won’t have to spend as much time convincing clients to adopt work management software. They are already aware of the necessity for it.
Here’s how you can win some great business from tradies:
1. Begin with a good grasp of the situation
Even if you don’t know the difference between a Milwaukee and a Makita (they’re both power tool manufacturers, FYI), having a decent understanding of the trades sector will go a long way toward attracting these types of clients.
Tradespeople are often perceptive, and they can usually tell someone who doesn’t have a clue from a mile away. Brush up on your industry lingo and the ins and outs of tradies’ daily lives, and be sincere in your efforts to learn more about their profession. Once you’ve gained access to their inner circle, you’ll be the first person they consult when making major decisions. Additionally, you will be more likely to receive referrals as a result of your knowledge.
Knowing tradesmen entails being aware of the difficulties they face in their professional lives. Many tradespeople, for example, believe that their company and the difficulties they encounter are unique in nature. The truth is that all tradespeople have to deal with a number of challenges that are similar. Understanding these issues and providing solutions will result in a steady stream of new clients pouring into your business.
2. Know when to walk away
When it comes to running a forward-thinking practice, often the most obvious things are the best and, in some cases, the most neglected things as well.
The ability to ask thorough inquiries about the operations of potential clients’ enterprises could mean the difference between getting your foot in the door and remaining locked out. In spite of the fact that you are unable to begin the connection, it can still be a beneficial learning experience.
The earlier the scoping you perform, the better you’ll be able to evaluate which clients are a good fit for you, and this is something you can perfect over time as your experience grows.
3. Become an expert on a particular product.
When it comes to software platforms, the more knowledge you have, the faster you can develop a mutually productive connection. Because you are familiar with the product, your client may come to you for help, and they will soon wonder how they ever managed to get by without your assistance.
Just keep in mind that you should choose the programmes in which you want to gain expertise wisely since you need to ensure that you will receive adequate and continuous support from the software supplier. You don’t want to put in the effort to become an “expert” only to be left high and dry later.
4. Price your services up front
The use of cloud accounting is already commonplace, but there are a variety of other add-ons you may bundle together to provide your clients with a straightforward price structure. This makes it easier for our trade clients to budget, which is important because we know that cash flow is a big concern for them. For tradespeople, costly surprises are a big no-no, so having the certainty of a fixed price will make it much simpler for you to sell in.
Pricing your services in a package also demonstrates your ability to provide significant value to your client’s operations.
5. Choose your title wisely
Accounting and bookkeeping are two titles that may be appropriate in some situations, but in a profession that increasingly spends more time providing advice and value-added services, such as assistance organizing insurance for tradesmen, than merely compiling and processing financial information, those titles may be a little deceptive.
Instead, consider positioning yourself as a business consultant. Having less to convince tradespeople that you are so much more than just a “bean counter” would save you time and effort.