As an Accountant or a CPA, can you establish a reputation within a specific profession?Our opinion is that doing so is very likely. After all, there are plenty of people who do the same job. They are unique because they socialize together, hold each other accountable, settle disputes away from public scrutiny, and often ask for referrals when seeking professional services.
Here are nine ways to proceed to build your clientele within a specific profession:
1. Choose the profession and get one client first. As an example throughout this article, let's use teachers or police officers as your target client. Find just one person in the profession and do a great job for them. Always explain how you are helping so they understand your value.
2. Learn about their profession. What are the issues unique to their field? For police and teachers, it might be understanding early retirement ages and the prospect of second careers. Your client(s) will gladly explain.
3. Coach your clients. You’ve studied the field and understand the issues. You would like to add more clients from their field. Who do they know facing similar issues? Can they explain how you’ve helped them? Provide introductions?
4. Socialize with them. You’ve heard about “cop bars” on TV. Teachers also normally find a way to gather together. Frequent the right places. Your client can help. Be yourself. You will likely be absorbed into the group. Accounting is a prestigious profession. People want to know you.
5. Those you know. The average American knows 600 people, according to the New York Times. You have circles of friends from the gym, house of worship, country club, and your child’s school. Which ones are teachers or police officers? Get to know them a little better, at least well enough for them to ask, “What do you do?”
6. Those you don’t know. Most major cities have professional associations. It’s likely you belong to one for accounting professionals. Do some Google research and build a list of professional teacher or police officer societies in your area. Don’t assume there’s just one. Visit the membership section of the association’s website. Does it have associate memberships for people not employed in the field, but provide services used by those in your chosen niche? Often the answer is yes. You’ll likely see banks, insurance firms, and financial services firms listed.
7. Join and be visible. Joining isn’t likely to be cheap, but you are raising your visibility. Back to the website. Does the association have dinner speakers? What could you address? Volunteer – almost every organization needs worker bees.
8. Sell the firm. Tout the advantages and reputation of your firm, then position yourself as their contact within the firm who can bring the specialized help they may need for their field.
9. Publish. Specialty societies often have newsletters and magazines. They need relevant content, even better if it’s free. What can you provide? This builds name recognition within the profession.
People who have been in the same profession for a good amount of time, they are the ones who understand that profession backwards and forwards. Follow the steps above to become their go to person when it comes to their accounting needs.
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